Patio & Hearth Products Report November/December 2015 by Peninsula Media

OW LEE AGIO

NAPOLEON PRODUCTS

WOODBRIDGE FIREPLACE

w w w. p a t i o a n d h e a r t h p r o d u c t s r e p o r t . c o m

Circle Reader Service No. 3

contents NOVEMBER/DECEMBER 2015

Vo l u m e 1 0 , N u m b e r 6

63 38

Features 8

OUTDOOR GRILLING – SMOKING HOT By Cheryl Dangel Bartolini

Wichita’s All Things BBQ offers a wide range of products and services for the most discriminating outdoor chefs.

GUEST EDITORIAL – LOOKING AHEAD By Rick Curkeet

A chief engineer for Intertek discusses the EPA’s most recent standards for wood heaters and stoves.

SHOWROOM SHOWCASE – A GOLDEN MILESTONE By Sharon Sanders

PRODUCT SPOTLIGHT – A WARM WELCOME

Popular ABSCO Fireplace & Patio has been a profitable retail operation in Alabama for 50 years.

AS I SEE IT – HOT OFF THE GRILL

By Sharon Sanders

The industry’s latest stove offerings feature product-design enhancements, as well as solutions for meeting new regulations.

The fireplace and stove lines of this Pennsylvania outdoor-living retailer are booming.

HEARTH RETAILER PROFILE – NAME RECOGNITION By Sharon Sanders

By Sharon Sanders

Summerset Professional Grills’ new American Muscle Grill line will appeal to hard-core grill enthusiasts.

MARKETING MANEUVERS – CREATURE COMFORTS By Kimberly Rodgers

Maintaining a first-rate reputation in the Boston area has contributed to Anderson Fireplace’s success.

MY TURN – SLOW AND STEADY By Cheryl Dangel Bartolini

PRODUCT INNOVATION – AN INVENTIVE SPIRIT Supreme Fireplaces’ innovative products are resonating with a growing network of hearth retailers and consumers.

CORPORATE PROFILE – PRIVATE-LABEL MARKETING By Kimberly Rodgers

58 52

InEveryIssue 6

COZY UP EDITOR’S MESSAGE

Palm Springs Rattan’s novel new business model helps dealers remain competitive and profitable.

INDUSTRY NEWS

INSIGHT – FIRE AND WATER

WHAT’S NEW: 6 HOT PRODUCTS TO SELL NOW

58 70 70

PRODUCT PROFILES

By Cherise Forno

Hearth Products Controls’ new H2Onfire and Evolution 360 series illuminate and energize outdoor spaces.

Outdoorkitchen startup Caliber Appliances gains a foothold by focusing on high-performance design and aesthetics.

By Cheryl Dangel Bartolini

ON THE COVER | OW LEE; WWW.OWLEE.COM

By Greg Thompson

The key to Barlow Tyrie’s success has been a controlled and methodical approach to product development.

LAST WORD – THRILL OF THE GRILL

INSIGHT – CELEBRATING 25 YEARS By Cherise Forno

EuroKera’s 25 years of experience in glassceramic manufacturing make it a trusted source for hearth applications.

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

Edited by Kris Kyes

PRODUCT PROFILES DIRECTORY AD INDEX

May your first thought of the holidays take you outdoors.

Agio-usa.com Agio is the registered trademark of Agio International Company, Ltd. Circle Reader Service No. 5

Editor’s Message

THIS IS A GREAT TIME FOR THE HEARTH INDUSTRY. Not only are the days shorter and colder, but a stronger economy has motivated many homeowners to upgrade their homes and to take advantage of local cash incentives for switching to cleaner-burning gas fireplaces and stoves. According to the National Association of Home Builders, fireplaces rank among the top three features desired by new-home buyers, and half of all U.S. households have at least one fireplace or freestanding stove. Furthermore, 59% of those fireplace/stove owners consider their hearth appliances to be major design features of their homes. A recent study by the Hearth, Patio & Barbecue Association found that 38% of homeowners use a fireplace, freestanding stove, fireplace insert, or other hearth product almost every day during cool weather. About 40% of fireplace owners and 43% of stove owners plan to purchase a new hearth-related product in the next 12 months. Outdoor-living retailers (whose hearth products, in the past, represented only a fraction of their sales) are suddenly observing surging stove and fireplace sales. One of the featured retailers in this issue, Better Homes Hearth & Patio (Fairless Hills, Pennsylvania), happily reports that hearth sales have been robust this fall. It’s no surprise that stores selling solely hearth products are also seeing an uptick in business. Anderson Fireplace (Abington, Massachusetts), this issue’s featured hearth retailer, is experiencing huge growth in its gasinsert business. Hearth products that offer optimal energy efficiency and heat production, enabling customers to turn down their central thermostats, appear to be among the biggest sellers. As hearth sales grow, increasing numbers of outdoor-living retailers will expand into this category. In October 2015, ACP-Offenbachers LLC, a seven-store retail chain with locations in Maryland and Northern Virginia, acquired Woodburners Plus (Falls Church, Virginia), a 23–year-old retail and service company that specializes in fireplaces and grills.

LILY FASSNACHT

CozyUp

What’s driving this growth in the hearthproducts category? New regulations are facilitating growth in some geographic areas. For example, customers located in communities with seasonal wood-burning restrictions are taking advantage of local financial incentives for replacing old wood-burning appliances. In San Joaquin County, California, residents pocketed $1.3 million in incentives, during 2015, to switch to cleaner-burning gas fireplaces. Another trend that bodes well for fireplace manufacturers and retailers is the projected increase in home-improvement spending. According to the Leading Indicator of Remodeling Activity, annual spending growth for home improvements will accelerate from 2.4% last quarter to 6.8% in the second quarter of 2016. For many people, a fireplace is the central design feature for a room. Whether it’s a sleek linear style or a traditional brick model, a fireplace has an aesthetic importance that can make or break a room. The hearth (with its mantel and surround), where prized possessions and family photographs are displayed, is also a fundamental symbol of the home. It’s not surprising that Vogue magazine, in November 2015, featured 24 beautiful fireplaces that make bold, fashion-forward statements. As homeowners make improvements, they are adding hearth products to bedrooms,

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

kitchens, and master bathrooms (to enhance the sophistication and relaxation of interior spaces) and to backyards (to create inviting outdoor rooms). Hearth manufacturers are taking advantage of increased consumer demand by strengthening their product-development efforts. Some product introductions and refinements are born of consumers’ desires for fireplaces and stoves that are easy to use. Many are now integrated into smart-home systems that make it possible for homeowners to control everything from lighting to heating from a single keypad. Quadra-Fire’s new Adventure stoves are particularly impressive, since they eliminate the need for manual air controls. Instead, they are controlled by an external thermostat, which allows users to set the temperature in the room just as they would set the temperature of a furnace. Empire Comfort Systems’ newest Boulevard direct-vent fireplace is a whopping 60 inches wide, making it a dramatic statement in family rooms and hotel lobbies. Harman’s Absolute pellet stove incorporates an ingenious scheduling feature to maintain desired heat levels and save fuel. The streamlined Stromboli wood-burning stove from Wittus rotates up to 360 degrees and has a large glass viewing window, so everyone in the room can enjoy the view. Enhanced features such as these are clearly resonating with customers as they shop for the latest hearth products. Innovative products, a stronger economy, and buying incentives have all contributed to a spike in hearth sales this fall. With such favorable market conditions, this should end up being a strong selling season for stores carrying hearth-related products. Carol Daus cdauswrite@socal.rr.com

Circle Reader Service No. 7

Guest Editorial

PUBLISHER Tony Ramos tramos@peninsula-media.com

Looking Ahead

EDITOR Carol Daus cdauswrite@socal.rr.com

Manufacturers and retailers of wood heaters and stoves will be affected by emissions reductions in new hearth standards. BY RICK CURKEET

he EPA’s updated New Source Performance Standards (NSPS) for residential wood heaters manufactured or sold in the United States limit allowed emissions to such a degree that some manufacturers are concerned about the feasibility of compliance. It is estimated that it will cost manufacturers $46 million to comply with the regulations, but the EPA claims that the public benefits of the requirements for new residential wood heaters will be worth $3.4 billion to $7.6 billion annually. The EPA estimates that the revised regulations will reduce dangerous particle and toxic-compound emissions by 70% and carbon-monoxide emissions by 65%; both pose potential health risks. New wood stoves, pelletburning room heaters, single–burnrate stoves, and hydronic heaters must meet the requirements. Step 1 of the new EPA rule, which became effective on May 16, 2015, is not expected to have an immediate impact on many manufacturers, as it requires compliance with emissions limits (4.5 grams per hour for wood and pellet stoves) that are already in place through EPA and state regulations. For boilers, however, the regulatory requirements, effective immediately, essentially make the previously voluntary program mandatory. The standards are also in effect now for single–burn-rate wood stoves, which were previously exempt from regulation. Forced-air furnaces will have one or two years—depending on output capacity— to be brought into compliance. Step 2 has requirements that are much more stringent: The new regulations call for emissions to be cut to 2 grams per hour by 2020. This change is expected to have a major impact on manufacturers, as many hearth products will need to be completely redesigned in order to incorporate a catalytic combustor or other technology improvements. This will be a problem for retailers due to the resulting

ART DIRECTOR Cassandra Estes cassestes1968@gmail.com Rick Curkeet

increase in market prices (an estimated 15%, for many models—and perhaps significantly more). With many manufacturers unsure of the feasibility of the new regulations, some states (including Missouri, Michigan, Montana, Wisconsin, and Maine) have started publicly opposing them. The argument is that the NSPS might adversely affect some of the 2.4 million people in the United States who rely on wood stoves to heat their homes. In addition, there are concerns about the actual testing methodology (and the fact that it seems to lack a proper scientific basis). As one of the few labs that does both emissions/ safety testing and certification for hearth products, Intertek (London) is among the groups that have submitted comments on these issues. Until 1988, there were no hearthemissions standards in place. Prior to this, Oregon set limitations on wood burning due to environmental concerns. Many other states followed suit—as did manufacturers, which applied the so-called Oregon Department of Environmental Quality (DEQ) standard as a competitive edge, starting a self-regulated industry. Eventually, the EPA established the original NSPS, which was based heavily on the Oregon DEQ standard. In 1995, Washington State upped the ante by imposing tighter emissions limits than the EPA required, and several other state and local regulatory bodies soon followed. This process made the lower Washington emissions limits a sort of de facto national limit for manufacturers distributing products nationally. The 2015 standards strengthen the previously established NSPS to make heaters significantly cleaner, under the authority of Section 111 of the Clean Air Act. They also bring a much broader array of wood-heating appliances under regulation.

NOVEMBER/DECEMBER 2015

The change in emissions standards also calls for a change in the ways in which emissions are tested. To reduce the risks of fire and injury, the industry has long been required to have its wood-burning equipment certified by independent third-party certification bodies as meeting safety standards. Emissions testing, however, was only certifiable through the EPA. Now that the emissions standards are changing, the EPA will shift certification for emissions testing to independent third-party companies. Currently, Intertek is one of just two such companies offering the onestop convenience and cost savings of conducting testing and certification for both emissions and safety requirements. While the EPA has retained its role as the final product-approval entity, third-party certification agencies will now be allowed to perform the function of production verification. The new EPA standards have opened important industry discussions on what is environmentally appropriate, scientifically supported, and financially viable regarding the thousands of wood-burning stoves that consumers buy for their homes (as well as for their vacation cabins and lake houses). Intertek will continue to monitor— and participate in—this discussion as it progresses. For the latest on the EPA’s NSPS regulations, download Intertek’s white paper at www.intertek.com/ building/new-hearth-emissionstandards-wp-web/.

ASSOCIATE EDITOR Kris Kyes

STAFF WRITERS Cheryl Dangel Bartolini Cherise Forno Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL MEDIA EDITOR Greg Thompson CIRCULATION DIRECTOR Jeffrey Kehl BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

Corporate Office Peninsula Media 21250 Hawthorne Blvd., Suite 700 Torrance, CA 90503 (310) 792-7448 Fax (310) 792-7449 www.patioandhearthproductsreport.com

Tony Ramos Peninsula Media 21250 Hawthorne Blvd., Suite 700 Torrance, CA 90503 (310) 792-7448 (310) 792-7449/Fax (310) 968-3962/Cell tramos@peninsula-media.com

Rick Curkeet is chief engineer of building products for Intertek (London), which offers testing, inspection, and certification services in 102 countries through more than 1,000 labs and offices. Curkeet has more than 30 years of experience in hearth- and building-product testing and certification and is a member of standards-development groups such as the ASTM, CSA Standards, the National Fire Protection Association, and UL Standards Technical Panels.

PATIO & HEARTH PRODUCTS REPORT

SUBSCRIPTION INQUIRIES: Patio & Hearth Products Report PO Box 2190 Skokie, IL 60076-7890 Subscribe online: www.peninsulamedia.com/subscribe.html Email: patioandhearth@halldata.com Phone: (847) 763-9261

Sunbrella® is a registered trademark of Glen Raven, Inc.

EXCEPTIONALLY PROTECTIVE OF YOUR PATIO FURNITURE? US TOO. 303® products are scientiﬁcally formulated for a deeper level of protection. Like 303 Fabric Guard, which restores lost water and stain repellency to factory-new levels to resist even the toughest water and oil-based stains—keeping your furniture looking newer, longer. Obsessive to the core, just like you.

TRY ALL OUR 5-STAR RATED OUTDOOR LIVING PRODUCTS:

MULTI-SURFACE CLEANER

W E ’ V E

Circle Reader Service No. 9

PROTECTANT

G O T

RECOMMENDED BY

Y O U R

FABRIC GUARD

N U M B E R™

303products.com

NEWS

Industry

BY KRIS KYES

Pride Family Brands’ Contemporary Collections Draw Positive Response OUTDOOR LIVING AND LUXURY CASUAL FURNISHINGS

continue to draw a positive response from the home industry’s retail and design buyers. During the fall 2015 High Point Market, Pride Family Brands’ contemporary collections (coupled with custom design options) gained positive marks from show buyers. Durable aluminum furnishings in contemporary motifs and enhanced metallic powder-coat finishes scored big, as the potential of the outdoor category continues to grow. “The response from buyers in High Point was once again very positive to the outdoor segment, as well as to our latest introductions. Attitudes were upbeat, with buyers also being attracted to the trending modern aesthetic the Pride designers have tapped into,” according to Rory Rehmert, senior vice president of sales and marketing for the Florida manufacturer. Pride’s 2016 contemporary collections were joined by additional traditional introductions, as well as by innovative fire features, in an effort to provide a complete outdoor story. Design professionals also responded to Pride’s ability to

The Park Place collection

handcraft each piece individually, with the finishes, fabrics, designs, and details needed for the creation of one- Pride Family Brands’ High Point showroom of-a-kind outdoor rooms. “Retailers and designers are now realizing the potential to enhance previously interior-only client projects to include the outdoors,” Rehmert says. “This has resulted in greater interest in the category and our heightened High Point Market traffic.”

Pride Family Brands Recognizes Independent Sales Team’s Members

Allen Gant III Assumes New Role for Glen Raven Custom Fabrics

PRIDE FAMILY BRANDS, award-win-

ALLEN GANT III HAS BEEN NAMED Casual

Market manager for Glen Raven Custom Fabrics, responsible for the casual-furniture market and the specialty-outdoor segment. Allen Gant III Suzie Roberts, vice president of sales for Glen Raven Custom Fabrics, says, “Allen has been an important part of our team, helping to grow the outdoor-specialty segment. He has a proven record of innovative thinking and being able to find the white space in the marketplace. Allen’s leadership will be crucial in merchandising, marketing, and product support for the outdoor-furniture market.” Gant joined Glen Raven in 2008 and was most recently the specialty accounts manager for custom fabrics. Over the years, Gant has held roles in both new-business and product-development arenas, including the launch of the Sunbrella® kiosk program. “My career with Glen Raven has been filled with exciting challenges,” Gant says. “I am honored to join and lead this team of incredibly knowledgeable sales managers, but most of all, I look forward to working with and getting to know our customers in this market space.” Innovation and creativity, Gant says, are more important than ever as consumer demands grow in this ever-evolving industry. “Consumers want their outdoor spaces to be as beautiful and comfortable as any other rooms in their homes,” he explains. “We’re committed to meeting that need, not only by delivering beautiful, high-performance fabrics, but also by working with our casual-furniture partners to support the innovation, design expertise, and exceptional service they bring to the marketplace. There is a lot of good momentum in this industry, and I’m looking forward to tapping into the potential.”

NOVEMBER/DECEMBER 2015

ning designer and manufacturer of luxury aluminum outdoor furniture, presented awards to members of the company’s sales-representation team during Casual Market Chicago. The President’s Award for top salesperson of the year was given to Tom Durden, who represents Pride in the Midwest (Missouri, Kansas, Iowa, Nebraska, Minnesota, South Dakota, and North Dakota). Durden, who began working with Pride in 2002, exhibited overall excellence in customer service, superior product knowledge, and growth in territory and customer sales for the company’s Castelle® brand. Durden also was recognized with the award for the Specialty Representative of the Year for the company’s Summer Winds brand. His efforts included expanding sales of the product to major retailers. Brad Elliot, Pride’s patio-specialty representative for Georgia, North Carolina, and South Carolina, was recognized with the Pioneer Award. Entering his 11th year as a member

PATIO & HEARTH PRODUCTS REPORT

From left: Steve Lowsky, Brad Elliott, and Rory Rehmert

From left: Steve Lowsky, Greg Kavoklis, and Rory Rehmert

From left: Steve Lowsky, Tom Durden, and Rory Rehmert

of the Pride sales team, he saw the highest percentage increase in newcustomer development in his territory. Elliott recognized the addition of the showroom in High Point, North

Carolina, along with the focus on the design trade, as assisting in the growth realized. Greg Kavoklis, representing Pride in California and Hawaii, was recognized with the Most Improved Territory Award. Kavoklis’ award comes as he completes his first year with Pride. Kavoklis saw a 57% increase in sales in his territory. The awards were presented by Steve Lowsky, CEO, and Rory Rehmert, senior vice president of sales and marketing. “As Pride experienced another year of tremendous growth, we are proud to recognize those who make it possible,” Rehmert says. “Within our team of professionals is a wealth of product expertise and of overall market knowledge—and a focus on growth that has contributed to the successes we recognize.”

EuroKera Celebrates 25 Years of Business

EUROKERA, A GLOBAL glass-ceram-

ic manufacturer, is celebrating 25 years of providing innovative solutions for cooking surfaces, as well as hearth applications. From two sites in France to five worldwide locations, EuroKera has become the world’s reference supplier of advanced cooking surfaces. Formed through a merger of Saint-Gobain and Corning Inc., EuroKera has prospered due to the Corning discovery of glass-ceramic and its more than 150 years of experience with specialty glass and ceramics, as well as the glass-manufacturing expertise of Saint-Gobain (founded in 1665). Two of the company’s most successful products are Pyroceram® III and Pyroceram Reflections™. Pyroceram III is UL component registered because of its high resistance to heat and its proven durability. Scott Watson, marketing and communication manager for EuroKera, says, “It is used in many wood-burning, gas, and fireplace applications due to its low thermal expansion and high mechanicalresistance properties.” The company has done business

in North America for 20 years. Its headquarters are in Fountain Inn, South Carolina.

OW Lee Earns Fourth Straight ICFA Manufacturer of the Year Award

Agio Provides More Access to Retailers of All Sizes

OW LEE (Ontario, California),

ATTENDEES AT CASUAL MARKET CHICAGO were the first to hear

Agio USA’s plans about its new domestic fulfillment program, intended to help cater to the needs of smaller retailers. According to Andy Sokol, Agio’s vice president for sales/retail stores, effective immediately, retailers are able to begin carrying select Agio collections with no container requirement or minimum order. Agio’s current sales representatives will also coordinate this program with retailers in their territories and will have all the details and terms. Agio has partnered with Almo, a well-established distribution company. Sokol says, “Almo has served the appliance industry for years and, because of that experience, has earned a great reputation providing that service.” For Agio’s program, Almo will import and warehouse the collections and coordinate delivery with the retailer—or even with the end customer—through a third-party delivery service, Sokol says. He adds, “Our program is ideal for smaller stores that have been interested in carrying Agio but, until now, have been unable to participate on a container basis. Those retailers who want to order domestically now have access to our bestselling collections (and to the Agio brand) without a large investment or warehousing costs.” Initially, four of Agio’s most popular collections will be available through the program: San Rafael, Heritage dining, the Haywood firepit chat set, and the Springfield firepit chat set. Retailers who are already container buyers can use this program to balance inventory or place a fall-season order and have it shipped domestically through Almo. Of course, ordering full containers yields the better margin on volume, Sokol says. “This is an opportunity for retailers to get involved with Agio from the ground floor and build their programs with our proven collections,” he reports.

NOVEMBER/DECEMBER 2015

manufacturer of high-end outdoor furniture, firepits, and accessories, was honored with its fourth straight Manufacturer of the Year Award at the International Casual Furnishings Association (ICFA) Apollo Awards at Casual Market Chicago. The event was full of excitement as manufacturers and specialty stores gathered to celebrate excellence in the casual-furniture industry. The Manufacturer of the Year Award is one of ICFA’s top honors. ICFA, a sister organization of the American Home Furnishings Alliance, is a global leader in promoting business development and partnerships in the outdoor/casual-furnishings industry. ICFA retail members are invited to vote on this award using these criteria: design and quality of products, merchandising, customer service, ethics, communications, and trade relations.

Terri Lee Rogers

Terri Lee Rogers, president of OW Lee, says, “We are once again very honored and humbled to receive the Manufacturer of the Year Award. I have our employees to thank. They wake up every morning and come in, work together, and keep each other accountable. Their care for quality and customer service makes us who we are.” This is OW Lee’s fifth time (in the past six years) winning this prestigious award, which it also received in 2010, 2012, 2013, and 2014.

OW Lee Announces Sales Representative of the Year OW LEE presented

Dave Digirolamo & Associates with the Sales Representative of the Year Award. This special presentation From left: Dave Digirolamo, Terri Lee Rogers, was made at Casual and Jeff Glarrow Market Chicago. Digirolamo has been selling OW Lee products since 1994 and has successshowroom.” During the presentation, fully developed OW Lee’s markets in Digirolamo gave a heartfelt speech Northern California and Northern expressing his gratitude, and he remiNevada. Digirolamo started in businisced about making deliveries with ness working for his father, Joe, who Bob Lee (and his yellow box truck) was also an esteemed sales representain the 1990s. tive working in the casual-furniture This award’s winner is chosen colindustry. Jeff Glarrow joined Dave lectively by OW Lee staff using these Digirolamo & Associates in 2013. criteria: The winner works with Terri Lee Rogers, president, says, other departments to ensure that the “Dave was the clear choice for the customer receives the highest level of award this year. His professionalism service possible, is supportive of every and commitment to OW Lee are team member, works toward individexceptional. He is the rep who will ual and company goals, has a positive pitch in any way needed at a attitude, is respected by peers, and tradeshow or event, even down to balances service with sales to ensure a helping change light bulbs in the great customer experience.

PATIO & HEARTH PRODUCTS REPORT

IndustryNEWS Patricia Perkins of The Hammock Source Dies Patricia Perkins

PATRICIA (PATSY) PERKINS, who

helped Walter Perkins Jr. start and grow Hatteras Hammocks (which later became The Hammock Source), died on November 4, after a courageous battle with cancer. She attended Meredith College and graduated from East Carolina University. After graduating, she began a teaching career, which she left to bring up her two sons. In 1970, her husband, an ardent tinkerer and entrepreneur, began selling hammocks that he had developed, as a side business, to help provide for his family while he continued to work as a tobacco buyer. From the company’s inception, Patricia Perkins was essential to the success of The Hammock Source. She served as secretary/treasurer when the company incorporated, in 1971, and was active in it daily for 18 years. She did anything needed to help the fledgling company, including shipping documents, handling payroll, bookkeeping, and hammock assembly. She attended trade shows (including Casual Market Chicago). At the hammock shop, she was a skilled hammock assembler, able to outpace and inspire the local college

students hired to craft hammocks at the young company. She enjoyed visiting the factory. She loved to see progress, was excited by technological strides, and was amazed to see how successful the company had become. She loved attending company functions, such as birthday luncheons and holiday meals, to connect with employees. She had the ability to relate to all people, whether plant workers or managers, and genuinely cared for them. She loved needlepoint, making many beautiful pillows and other pieces. One is displayed outside the office of her son (now CEO), Walter Perkins III. It reads, “If you get to the end of your rope, tie a knot and hang on”—words of incredible inspiration from such a strong person. She is survived by her husband of 57 years; her sons, Walter Reid Perkins III (and his wife, Beth) and Julian Perkins (and his wife, Crystal); her grandchildren, Walter (Reid) Perkins IV, James Edward Perkins, Hudson Bradshaw Perkins, Marlie Grace Perkins, and Grayson Lee Perkins, all of Greenville, North Carolina; her brother, Edward (Bud) Bradshaw (and his wife, Betty Ruth) of Kinston, North Carolina; her sister, Ruby West Fentress (and her husband, Lee) of Virginia Beach, Virginia; and many nieces and nephews.

Ebel Names Its Sales Representative of the Year

From left: Todd Wingrove, Kevin Ryan, Nick Thoele, Marty Burley, and Tim DeJong

HOMECREST OUTDOOR LIVING

named ABW Marketing its Sales Representative of the Year. ABW received the award at Homecrest’s national sales meeting, just prior to Casual Market Chicago. ABW has been with Homecrest for several

years as a sales-representative organization, successfully covering California and Nevada with superior customer service and dedication. Marty Burley, owner and president of the agency, is assisted by Nick Thoele and Kevin Ryan.

Phifer Introduces New Designed Fabrics Stock-line Cards PHIFER HAS UNVEILED its 2015–16 stock-line

swatch cards, which showcase a compilation of inspired designs and updated hues. The new selections offer a seamless transition between Phifertex® sling and GeoBella® indoor/outdoor Phifer’s 2015–16 Designed performance-fabric collections. Phifer’s new Fabrics stock-line cards designs display colors and trends for both Phifertex and GeoBella, encouraging effortless mixing and matching between the sling and cushion lines. The 2015–16 stock-line cards are designed to accompany the current selection guide for fabrics, offering a bountiful selection in Phifer’s stock-line options. For design and application ideas using the new fabrics, see Designed Fabrics by Phifer on Pinterest and browse the style boards for Phifertex and GeoBella stock fabrics. For more information about Phifer’s new 2015–16 Designed Fabrics stock line or to request new stock-line cards, call (800) 221-5497 or visit www.phifer.com/designedfabrics.

Bay Breeze Patio’s EggFest Raises $23,000 for Military Families

AMID STIFF AND QUALIFIED COMPETITION,

Piereth Sales Associates has been named by Ebel Inc. as its Sales Representative of the Year. Piereth Sales Associates received its award at Ebel’s national sales meeting, just prior to Casual Market Chicago. The award is given to the representative organization that attains superior sales From left: Richard and Kevin Piereth; results, combined with exemplary customer service and dedication to Ebel and Ryan Maloney its product lines. Piereth Sales Associates has been with Ebel for more than five years as a sales-representative organization, successfully covering Ohio, Indiana, Kentucky, Illinois, Iowa, Kansas, Missouri, Nebraska, North Dakota, and South Dakota. The Piereth Sales Associates team consists of Richard Piereth, Kevin Piereth, and Ryan Maloney.

NOVEMBER/DECEMBER 2015

Homecrest Selects 2015 Representative of the Year

PRESENTED BY BAY BREEZE PATIO

(Destin, Florida), the second annual Eggs on the Beach EggFest barbecue competition raised $23,000 for Fisher House of the Emerald Coast. From left: Susan Kiley, Kim Henderson, Wayne Paul, and Jay Nettles Held at Seascape Resort on September 26, the family-friendly event welcomed more than 500 tasters and volunteers, who sampled an array of delicacies presented by 25 cooking teams. Susan Kiley, co-owner of Bay Breeze Patio, says, “This second annual event exceeded our expectations. The success of the 2015 Eggs on the Beach is due to the overwhelming support from our cooking teams, sponsors, volunteers, and tasters who came out for the fun afternoon. We are honored and humbled by the outpouring of support and the fact that we were able to raise $23,000 for Fisher

PATIO & HEARTH PRODUCTS REPORT

tor of Fisher House of the Emerald Coast, says, “Bay Breeze Patio has become an angel who is always watching over Fisher House. In two years, this event more than doubled, thanks to all its hard work. We rely on community donations to be able to assist families staying at Fisher House. In 2014, we expanded our reach to be able not only to assist those families, but also to help local military families who unexpectedly experienced a medical crisis with no Fisher House close by to assist them.”

The Hammock Source Conducts Food Drive THE HAMMOCK SOURCE ran a

month-long food drive as part of its commitment to giving back to the community. Throughout the month, employees were encouraged to bring canned (and other nonperishable) food to be donated to the Food Bank of Eastern North Carolina. Walter Perkins III, CEO, says, “The Hammock Source has been fortunate enough to experience success and continued growth. Having quality employees that embrace our commitment to giving back is very rewarding.” In addition, The Hammock Source announced, earlier this year, that a portion of all its Original Pawleys Island furniture sales would be donated to Making Strides, a division of the American Cancer Society. Employees participated as well, with

House, which provides assistance to so many military families.” Fisher House of the Emerald Coast provides a home away from home for military families during medical treatment. Within steps of the Eglin Air Force Base Hospital and VA Clinic, Fisher House’s 12 guest

Poly-Wood Initiates Recapitalization Strategy

Walter Perkins III makes a donation to the company’s canned-food drive

POLY-WOOD has begun a recapital-

individual donations purchasing pink-ribbon cards that formed three Walls of Hope. This initiative led to the creation of pink furniture to serve both as awareness pieces for retailers and as support pieces for consumers. More details can be found at www.pawleysislandham mocks.com/support-the-cure.php.

suites and its caring staff provide lodging, basic needs, and support to active and retired military personnel when they need it most. In 2014, Fisher House of the Emerald Coast served 690 guests, and it has already served more than 600 guests this year. Kim Henderson, executive direc-

ization program through Oxford Financial Group Ltd. and Cardinal Equity Partners of Indianapolis, Indiana. Each is privately held and contributes decades of experience from seasoned business executives to provide forward-thinking investment strategies. While all original PolyWood shareholders have remained invested, these new long-term relationships will provide strategic direction as Poly-Wood continues to implement aggressive growth plans. Jeffrey Thomasson, managing director and CEO of Oxford Financial Group, says, “We are pleased to be part of this exciting new chapter of the Poly-Wood story. It is truly unique in the space, offering a total solution that

includes the design and development of innovative products, merchandising support, manufacturing, and quick delivery.” John Ackerman, managing director of Cardinal Equity Partners, says, “Poly-Wood is a leader in the outdoor-furnishings industry, and we’re excited to take the company to the next level of growth.” Doug Rassi, president, CEO, and cofounder of Poly-Wood, will continue in his role at the company. He explains, “Finding partners who understood our core strategy and visionary use of technology was key. We truly appreciate the enthusiasm both Oxford and Cardinal have shown for our business.” With plans to expand already in motion, Poly-Wood will continue to provide customers with the service and support of a world-class company. “We look forward to gaining many new customers while developing numerous new and exciting products,” Rassi adds. A part of Poly-Wood’s current growth includes the construction of a new facility with nearly 5.5 acres of usable floor space. This new building will provide for more efficient manufacturing, allowing Poly-Wood to make and ship more than 5,000 different pieces of furniture in one place. “From start to finish, we’ll be able to make the furniture and ship it, without taking it across the street to another building,” Rassi says.

Island Lifestyle Influences Joe Ruggiero’s Sunbrella Fabrics Collection WARM SUNSHINE PAIRED with a cool island breeze

and tranquil waters; pure white sand and lush, colorful landscapes: This tropical ambience inspired homedecor authority Joe Ruggiero in the creation of his new Sunbrella® fabrics collection—Island Style— introduced through The MT Company (formerly Miles Talbott Furniture) during High Point Market. “I was in Maui for my son’s wedding, and the colors throughout the island really caught my attention,” Ruggiero says. “Hot pink and berry tones in flora and women’s textiles, the pairing of pure white in the sand and ocean blues for a classic look—these color combinations work together to bring a sense of the tropics to the home.” A color pop expressive of island flora, pink is a striking color for interiors as well. Delhi II berry features large-scale floating paisleys with a hand-embroidered look in a tropical color. This fabric in The MT Company showroom complements the existing fabric Espadrille raspberry, a simple ticking stripe. The combination of white and blue is a true island classic. The geometric design of Savvy indi-

go draws its roots from the Polynesian kapa, a cloth primarily used for clothing. Reminiscent of raindrops, Agra indigo was inspired by a Malaysian ikat dyeing technique in which tie-dyed yarns are woven into the design. Tailored indigo features a subtle play of blue and white that brings to mind the seas surrounding the islands. Its hand reflects the feel of handwoven textures that are popular in island textiles. Tying the color story together with a fresh approach is the classic ticking stripe Espadrille II mariner. Ruggiero adds sophistication to his island collection with the pairing of black and white. The combination of these classic colors with warm tropical hues is ideal for urban homes (such as sophisticated loft spaces) that still require the soft hand and durability provided by Sunbrella fabrics. The ikat-inspired Agra classic elevates this pattern from an island classic to an elegant, natural look. Paired with Savvy black, the fabrics feature a neutral palette that is anything but boring. Tribal black brings native-inspired symbols up to date for a more contemporary setting. In addition to new

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

Joe Ruggiero’s Island Style Sunbrella collection for The MT Company

fabrics and colorways, Ruggiero has a full collection of decorative tapes, cording, and brush fringe available through The MT Company. “My signature has always been comfortable, easy-living interiors,” Ruggiero says. “The soft hand and stain- and fade-resistant qualities of Sunbrella play right into the island theme. The fabrics in my newest Sunbrella collection allow true island dwellers and those who are landlocked to enjoy the experience of tropical locales.”

AWARM WELCOME New stoves boasting fresh aesthetics and efficient heating are sure to thrill customers. BY SHARON SANDERS

Spotlight

he stove market has undergone evolution in recent years, and there is much to look forward to in 2016. Stove manufacturers are responding to a demand for stoves that satisfy consumers on many different levels, from aesthetics to technology, and that are able to meet changing industry regulations. Dealers can expect to see new and updated products that are bringing the stove category to new heights. One of the major issues for the industry, over the past year, was the new Consumer Product Safety Commission (CPSC) safetyscreen standard, which went into effect on January 1, 2015. The standard requires all newly manufactured glass-fronted gas stoves

and fireplaces to include an installed protective barrier if the surface temperature of the glass exceeds 172 degrees (to protect young children and others from serious burns), according to the Hearth, Patio & Barbecue Association. Manufacturers have worked diligently to comply with the new requirement in the most cost-effective and creative ways possible. Some have been more successful at it than others have.

Hearthstone Quality Home Heating Products (Morrisville, Vermont) is one manufacturer that has gone above and beyond what is expected by revamping its entire gas line to meet the CPSC standard. Paul Van Der Eems, sales manager, says, “We didn’t want just to put a hockey mask on our stoves to meet a regulation—and detract from the brand expectations of Hearthstone.” According to Van Der Eems, Hearthstone’s

3 new micromesh screens virtually disappear when the fire is burning. He says, “Consumers appreciate that the screens provide additional safety measures while not detracting from the appearance of the stove and open view of the fire. Hearthstone embraced the spirit of the CPSC requirements to protect consumers and our dealers while delivering the most reliable, efficient, and aesthetically pleasing gas stoves on the market.” Stove aesthetics, in general, have been making steady strides in the U.S. market, which has historically leaned toward more traditional cast-iron designs. Wittus – Fire by Design (Pound Ridge, New York), a company that has always been known in the industry for its modern European stove designs, is seeing more of a

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

demand for stoves that have a contemporary edge. The company works with designers from Italy, Denmark, Germany, Belgium, and the Czech Republic who have been creating stoves for Wittus for many years. According to Alyce Wittus, owner, the U.S. market has always been a few steps behind Europe, when it comes to modern stove design, but she has seen small advances over the past few years. She says, “Since the 1970s, stoves in the United States were used to heat homes— period. It didn’t matter much what they looked like, and that is changing. More and more, there is a demand for stoves that match home decor and reflect design trends. We refer to them as warm furniture.” The company’s award-winning Shaker wood

burning stove (created by Italian designer Antonio Citterio) is a European design that has been a strong seller since 2005. “Its longevity is a testament to its widespread appeal,” Wittus says, adding that it continues to do well because it incorporates old-world style and contemporary design that can easily be adapted to many types of home decor. The Shaker is considered a small stove by many consumers and is used in areas where space is limited, such as between two windows or in a corner. The Shaker stove is currently undergoing a redesign to meet new EPA standards, and the

we have been able to make some changes that give our stoves a fresh aesthetic.” The company’s Madrona series of cast-iron freestanding stoves now offers a choice between traditional and contemporary looks. The Madrona Traditional™ has a classic arched front window, creating a timeless feel that will always be in style. New for 2015 is a square-windowed version of the Madrona, opening the view and creating cleaner lines. It has a clean, square-fronted design, with subtle concrete finishes that balance the bold presence of handcrafted cast iron. “It is

5 8 1. Hearthstone’s Waitsfield gas stove 2. The Absolute43 pellet stove from Harman 3. Kuma’s Ashwood insert 4. IHP’s Grandview 300 stove, on a pedestal, with brushed-nickel door trim 5. The Portrait President FS stove from Miles

9 new model should be available in spring 2016. Wittus has also had much success with its sleek and elegant Cosmo 1500 wood stove. Not only is it interesting in design, but it is unique in that it has soapstone panels inside the top area of the stove; after the fire has gone out, these panels retain heat for hours. The stove is the perfect combination of design and efficiency. Miles Industries Ltd./Valor®

Fireplaces (Vancouver, British Columbia), like

many other manufacturers, has chosen to update some of its traditional stoves to reflect a more transitional feel. Paul Miles, director of sales, says, “Cast iron isn’t typically considered contemporary, but to keep up with the trend in which people want a cleaner, less cluttered look,

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

Industries 6. Napoleon’s S4 wood stove 7. Empire’s cast-iron direct-vent stove (medium) 8. The Super 27 wood stove from Pacific Energy 9. Wittus’ Shaker stove, with short bench

a European style that appeals to a younger, more design-driven demographic,” Miles explains. The company has freshened up a longtime consumer favorite, the President, with new log effects that bring it a more contemporary feel. “We are putting in driftwood-style logs that are similar to what we offer in some of our popular linear fireplace products,” Miles says. The stove has also undergone a few technical upgrades, and

1. Quadra-Fire’s Adventure II wood stove 2. Pacific Energy’s Neostone 1.6 stove 3. The Encore FlexBurn wood stove (in twilight, with transition-style door) from Vermont Castings

3 1

Spotlight

2 it has vent options that make it more insert friendly. He emphasizes that it’s important to keep upgrades coming in order to stay up to date with trends. This applies to venting and installation upgrades as well. “Some of our best new product-design ideas are for accessories that make it easier to do an installation or that offer ways to do an installation that couldn’t be done previously,” Miles adds. “We have a new take on the President engine that makes it easier to retrofit into old Edwardian brownstone homes. By coming up with innovative takes on installation accessories, a manufacturer can often generate extra sales and open up new markets for dealers.” Cory Iversen, North American sales manager at Pacific Energy (Duncan, British Columbia), says that there is a more designdriven aspect to the business than he’s ever seen before—meaning that customers are not just going into hearth dealers and asking about burn times, log size, and efficiency. “What we are finding is that there is a much more consumer-driven aesthetic angle to the purchase process,” Iversen explains. One factor that has driven this change is that stoves (which often were relegated to the basement) have moved into living spaces and become pieces of furniture. Iversen continues, “More than anything, we have recognized this change and embraced it. There is no doubt that design and aesthetic appeal are, much more, the topics of conversation when we research and develop products. Once we get the basic engine right, we then use an entirely separate process to get the aesthetic design right.” Pacific Energy’s design-

driven Neo wood stoves have been selling well, as have its Piazzetta ceramic-clad gas and pellet stoves, manufactured in Italy. Iversen adds that dealers are pleasantly surprised by how well these stoves are resonating with customers. “We’ve had markets where pellet stoves didn’t make financial sense (from a dollar-to-Btu perspective), so there was an initial resistance, from dealers, to displaying them in their showrooms. Once they started seeing interest from customers, dealers came to the realization that they were actually selling furniture, more art than an appliance— and then, keeping them in stock became the problem,” Iversen says. “We had one dealer tell us that a customer said, ‘I don’t care what it burns; I just want it.’ While I know this is an extreme case, I truly think it is just the tip of the iceberg in a changing dynamic, in many markets,” he adds. Vermont Castings (Lakeville, Minnesota) just celebrated its 40th anniversary, and it considers itself a pioneer in furniture-quality stoves and other hearth products. Bob Ballard, senior vice president of strategic marketing for Hearth & Home Technologies™ (Lakeville), an HNI Corp. company, says, “A family puts a stove where it gathers, whether it’s the family room or the living room. Because of where they put that stove, people expect it to be of furniture quality, in terms of design. People buy a Vermont Castings stove because of its timeless styling.” The company proudly owns its own foundry and casts all of its parts. Ballard says, “When you look at our castings, from a finish standpoint, they are far superior to any casting that you are going to find on any other wood

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

4. The Cosmo 1500 stove in black from Wittus

stove. The attention to detail allows us to have that furniture-quality finish on our product, which makes it blend and fit into a living space in a consumer’s home.” Going into 2016, the company will be adding some new styles and designs to its current stove collection. The chassis will still be the timeless Federal style (which the company has been known for, over the years), but the castings will have a modern twist and will have a more Minimalist look. More color choices will be added to the line as well. “Color is an important element in fashion and in furniture, and because we are a furniture brand, we have to make sure we are offering colors that are on trend. I know consumers are going to love our new stoves,” Ballard says. According to Nick Bauer, president of Empire Comfort Systems Inc. (Belleville, Illinois), although modern and transitional styles are trending, sometimes, a home’s decor just cries out for a traditional cast-iron stove. The rich porcelain finish and intricate details in the casting become part of the design of a room, while its ambience and warmth make the stove the focal point for family gatherings. People like the fact that cast-iron stoves are also compact, so they take up little floor space. They’re relatively simple to install, too, because they do not require framing a wall cavity or building a mantel. “It’s funny: While people like the old-fashioned, traditional styling of cast-iron stoves, they expect the latest technology,” Bauer says. Over the past few years, the company has updated its burner designs to create a more realistic flame, tweaked the logs’ look to complement the burner updates, and added stoves that incorporate intermittent-pilot technology. This saves energy by replacing the standing pilot with electronic ignition. “Of course, we kept the millivolt models, as well, because thousands of dealers and technicians love the simplicity of a standing-pilot system,” Bauer adds. The company recently created an accessory that allows homeowners to adjust the flame height easily on its intermittent-pilot models. “The knob to adjust the flame is mounted low on a cast-iron stove, so a person pretty much gets down on the floor to turn it. The accessory attaches to the valve face and lets homeowners operate the knob using a handheld remote, from the comfort of their overstuffed recliners,” Bauer explains.

Circle Reader Service No. 17

Spotlight

1 Many hearth manufacturers agree that there is a growing movement toward new stove technology. It is driven partly by new emissions regulations and partly by consumers’ desire for stoves that are easy to use (and by the growing technology trend in homes). Stove (and fireplace) products are being integrated into smart-home systems that make it possible for homeowners to control every-

2 thing from lighting to heating from a single keypad. There are also trends favoring electronic controls that make stoves easier to use, automated safety adjustments, touchscreen controls, and diagnostic systems that analyze performance. Next year will bring many great additions to the Harman (Lakeville, Minnesota) product line. The company will provide dealers with an opportunity to revive their show-

1. The Mantis pedestal stove from Empire 2. The Harman Absolute43 pellet stove in majolica brown 3. Hearthstone’s Stowe gas stove in oyster

rooms with five products featuring the exclusive new EASY Touch control, with a wireless-sensor option, and with the new Commander II wood stove. Karen Smeltz, Harman brand marketing director, says, “We are eager to build on the success of the Absolute43—the smartest pellet stove ever made—with the introduction of the Absolute63.” Both stoves in the Absolute series feature the groundbreaking EASY Touch control technology, which makes stove operation even more convenient, with innovative touchscreen controls that help maintain desired heat levels, that have built-in scheduling, that monitor performance, and that send notifications when maintenance is needed. “We’ll also introduce the stylish Allure50, which will dazzle consumers with its contemporary sleek lines, its impressive flames, and the convenience of the EASY touch control,” Smeltz says. All Harman cast-iron pellet units will feature the EASY Touch control in 2016, including the best-selling XXV, the Accentra, and the Accentra52i insert. “We’re also working on more exciting add-ons for units with EASY Touch,” she adds. Quadra-Fire (Lakeville, Minnesota) is a Hearth & Home Technologies brand that has made a name for itself with wood stoves featuring technology, performance, and ease of use. Its new Adventure series stoves have been a runaway hit. They feature Smart Burn Technology™ (SBT), which the company calls the most advanced wood-stove technology on the market today. Quadra-Fire predicts that SBT will revolutionize burn technology in the industry. The stove is controlled by an external thermostat, which allows the homeowner to set the temperature in the room and then let the stove take over (just as one would set the temperature when using a furnace). Because it’s smart, the system controls the air intake of the stove so it

Circle Reader Service No. 18

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

Circle Reader Service No. 19

3 1. IHP’s Grandview 230 stove, with brushed-nickel

Spotlight

door trim and louvers 2. Miles Industries’ Madrona Contemporary stove, with traditional log set 3. The Ashwood pedestal stove from Kuma

4. Vermont Castings’ Intrepid II catalytic wood stove in Bordeaux 5. The S4 wood stove from Napoleon

can deliver the desired temperature and maximize efficiency. “It’s new technology to the industry, and the initial reaction from the trade has been positive,” Ballard says. He adds that the company did extensive beta testing in real homes, and the feedback from homeowners has been

phenomenal. Everyone who used an Adventure stove was shocked at how easy it was to use, he says. Testers were also pleasantly surprised that they saved money (because they ended up burning less wood). Ballard says, “People who buy Adventure stoves are after performance. They want to get

Circle Reader Service No. 20

NOVEMBER/DECEMBER 2015

the most out of every stick of wood they put in their stoves. It’s about maximizing the heat and the efficiency of the burn.” Michael Lewis, brand director at Innovative Hearth Products (IHP™), Auburn, Washington, thinks that there is definitely a place for new stove technology in the wood-stove realm, especially as more regulations are being put in place for emissions. That being said, he thinks that there is also a tough balance between technology and pure wood burning. “There will always be wood-burning–stove customers who are proud of the fact that they are not on the grid. They want to be self-sufficient, so it’s not appealing to them to have to plug in their stoves,” he explains. “I think there is room for technology, and I believe in it, but I’m just not sure how much technology (from an electronics standpoint) IHP wants to incorporate into its products.” The company’s Grandview series wood stoves by IronStrike have been popular with consumers. The brand has focused its innovations on delivering what its customers want most: heat. It increased the heating surface area 32% with the use of a finned cast-iron heat exchanger, which captures more heat from the burning wood and delivers it into the room (instead of up the flue). The Grandview series features a huge viewing area that increases radiant-heat output while providing a better view of the flames. The heat exchanger and radiant viewing area—paired with a powerful blower, highdensity firebrick, and an outside-air kit—make these stoves serious heating appliances. For 2016, the company will round out its Grandview family of stoves with a smaller model that will fit in even the tightest spaces. continued on page 68

PATIO & HEARTH PRODUCTS REPORT

Circle Reader Service No. 21

Marketing Maneuvers

CreatureComforts In preparation for this year’s chill, customers of Better Homes Hearth & Patio are buying cost-efficient stoves and inserts. BY KIMBERLY RODGERS PHOTOGRAPHY BY MIKE MINNIG

elping homeowners cut their heating bills will be keeping Randy Epstein a busy retailer this winter. According to Epstein, general manager of Better Homes Hearth & Patio Inc. (Fairless Hills, Pennsylvania), most potential customers use electricity, oil, or propane—all of which can be expensive—as their homes’ main sources of heat. He

Top: Installing inserts is big business for Better Homes Hearth & Patio Bottom left: Cast-aluminum furniture is popular in this retailer’s market Bottom right: Randy Epstein

says, “People come to us to install gas-, wood-, or pellet-burning products to cut down on the use of their primary heat sources.” Epstein adds that many homeowners in his area who previously heated their homes with oil or propane converted to electric heat, thinking that they were going to save money. “The prices of oil and propane are both down this year, but the peo-

ple who converted to electric heat are now coming into our store looking for ways to save money— because their electric bills are much higher than they anticipated,” he says. Price fluctuations in the fuel market might be disconcerting to homeowners, but these market conditions are good for business at Better Homes Hearth & Patio. “People are coming to us in

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

droves, wanting gas-, wood-, or pellet-burning stoves and inserts,” Epstein says. Indeed, according to a March 2014 report (www.eia.gov/todayinenergy/detail.cfm?id=15431) by the U.S. Energy Information Administration, based on 2005 and 2012 census surveys, wood as a main heat source in homes has gained popularity in many areas of the country, with the most notable increase seen in the Northeast. All nine states in the New England and Middle Atlantic census regions saw a jump of at least 50% in wood’s popularity from 2005 to 2012. The increase was also seen among households that use wood as a secondary heat source. Serving Philadelphia and surrounding counties, Better Homes Hearth & Patio offers homeowners many choices in supplemental heating.

Circle Reader Service No. 23

Marketing Maneuvers Hearth products available include stoves and inserts in gas, pellet, wood, and electric models; gas and electric fireplaces; gas logs; glass fireplace doors; and wooden mantels. This wide variety all comes from a list of top-name manufacturers, from Fireplace Xtrordinair, Lopi, and Avalon to Napoleon, RH Peterson, and Monessen. Given an average heating range of 2,000 square feet for these alternative heat sources, customers are often able to reduce use of their primary heat sources dramatically, saving money. In addition, Epstein says, “In our area, most homes have fireplaces, so we are installing a lot of inserts to make them operate more efficiently.” The company attracts a wide range of consumers (from different income levels) due to the location of its main store in Fairless Hills. “We are located on a major highway, so thousands of people go by our front door every day, and we are right in the middle of two different income brackets,” Epstein says. “One thing they have in common is that they all heat their homes with oil or electric heat, so they come to us for wood- and pellet-burning products to cut down on the use of their primary heat sources.” Among the types of inserts that the company offers, Epstein says, “Right now, gas is king, but wood and pellet inserts are right behind.” In addition to his managerial role and overseeing a staff of 11 employees, Epstein also takes care of all sales, and he travels to do on-site measuring and to give estimates. Better Homes Hearth & Patio provides complete installation, service, and warranty work for all hearth products it sells (with no work subcontracted). He says, “We do everything, with our own people running gas lines.”

same increase in his market. He says, “More and more people are buying firepits. They are becoming very popular, and gas models are selling particularly well for us.” The company recently re-entered the grill business after staying out of it for a number of years. “We got back into it because we wanted to target the high-end buyers; we did not want to compete with the big-box stores,” Epstein says. The company decided to offer grills from Saber and Napoleon. “Both lines have worked out very well for us,” he adds. Better Homes Hearth & Patio also offers shade solutions from KE Durasol Awnings and Eclipse Shading Systems. The customized and retractable awnings, often traditional in style and

Top: Stoves help homeowners reduce their heating costs

PATIO PRODUCTS AND MORE Established in 1979, Better Homes Hearth & Patio began in the patio-furniture business. At that time, the retailer also manufactured its own PVC furniture. “We then moved into the hearth business, selling pellet stoves, and the business grew from there,” Epstein says. The company’s 7,000–square-foot flagship store in Fairless Hills features two levels. One level encompasses 2,500 square feet and showcases patio furniture. The other floor features all of the store’s hearth products (with a mix of some patio products). There is a second 4,000–square-foot shop in nearby Ivyland. Both stores are located in historic Bucks County, the fourth most populous county in Pennsylvania. On the patio side of the business, the company offers many types of casual furniture from wellknown manufacturers such as Telescope Casual, Breezesta Recycled Poly Furniture, Gensun Casual Living, and DWL Garden Furniture. “In our market, our biggest seller is cast aluminum,” Epstein says. Across the country, and especially in colder climates, retailers have reported a surge in fire-table and firepit sales as homeowners look for more ways to extend the outdoor-living season. Epstein sees the

Middle: Better Homes Hearth & Patio has two stores in Bucks County Bottom: Cushions in almost any size or variety are available for custom order

design, are a popular way to provide sun protection in the Northeast. “Wooden pergolas and awnings are not big in our market,” Epstein says. “Eclipse is our biggest seller in this segment because the company offers a lifetime warranty.” Most of Better Homes Hearth & Patio’s marketing money is spent on print advertising in various

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

local, city, and county newspapers. Ads placed in a direct coupon mailer have also been effective. Outdoor-cooking demonstrations by manufacturers’ representatives and holiday tent sales are held, too. The company does use online advertising and recently started to establish its presence on social media, assigning the task to an young employee who knows all the ins and outs of the different social platforms, Epstein comments. In summing up the Better Homes Hearth & Patio customer-service philosophy, Epstein says, “If an issue comes up, no matter what it is, we generally take care of it right away. Customers understand that problems happen from time to time, but the most important thing is to be proactive and settle matters right away, so customers do not have to worry about them anymore. If you do that, they are happy.”

&UHDWH D FRPIRUWDEOH FKDW VHW ZLWK RXU &DPEULD VZLYHO JOLGHUV DQG URWDWLQJ FKDW WDEOH )HDWXULQJ D OLJKW 3DUFKPHQW +'3( UHVLQ RYHU D VWXUG\ DOXPLQXP IUDPH &DPEULD UHPDLQV RQH RI RXU PRVW SRSXODU FROOHFWLRQV %RWK SLHFHV IHDWXUHG DUH DYDLODEOH LQ RXU ZDUHKRXVH ZLWK TXLFN VKLS FXVKLRQ RSWLRQV LQ SRSXODU 6XQEUHOOD IDEULFV Circle Reader Service No. 25

Hearth Retailer

NAME RECOGNITION Anderson Fireplace’s rich history in home improvement sustains its competitive edge. BY SHARON SANDERS PHOTOGRAPHY BY MARK WILSON

ust south of Boston, Massachusetts, there’s a hearth shop with heart. Anderson Fireplace (Abington) enjoys a longtime connection with Bostonians and has been bringing heat to—and transforming masonry fireplaces in—the area’s historic homes for many years. The store’s customers have come to trust and rely on the retailer to carry products and offer services that perfectly meet the specialized needs of homeowners. Patrick Ford, store manager, says, “Our reputation is one of our biggest assets.” Anderson Fireplace’s reputation actually began long before Anderson Fireplace was born. It started with Anderson Insulation, which was founded by Eric and Helen Anderson in 1949. The family-run insulation operation

(which catered to small businesses and single-family homes) had many years of success because of its expertise, its customer relationships, and the fact that it was consistently evolving. “The Andersons always keep their eyes open for the next big thing to keep the business relevant,” Ford says. For example, when new housing was prevalent, in the 1950s and 1960s, Anderson Insulation began offering fiberglass insulation, and when the energy crisis hit, in the 1970s, it began to provide blown-in insulation. At one point, the company sold vinyl siding and shutters; then, it diversified into gutters and infrared thermal imaging (to detect drafts that cause heat loss). In 2001, the company started selling gas fireplaces for the first time, with the Andersons’ eldest son, Eric, leading the

Top: Patrick Ford Bottom: The Anderson Fireplace showroom is clean and simple, with a focus on hearth products

effort. Because the business had been a part of the housing industry for decades, this seemed to be a logical fit. In the beginning, most of its gas-fireplace business involved simple, builder-grade units for multifamily projects. “Because we had ties to the building industry with our insulation service, it was easy for contractors just to ask us to bid on another thing. They already knew that they could rely on us,” Ford explains. It became clear to the Andersons, after a

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

AS EASY AS ONE, TWO, THREE

The Aria (VFF) vent

The Solstice (VFI)

The Symphony (VFC)

free ﬁreplace system shown with Kentucky

vent free insert shown with ﬁreglass kit

vent free ﬁreplace system shown with ﬁreglass kit and

Wildwood log set

and Black porcelain panels

Black Magic glass panels

%HDXWLIXO $IIRUGDEOH (IÀFLHQW 7KH QHZ YHQW IUHH SURGXFW OLQH XS IURP 0RQHVVHQ LV MXVW ZKDW \RX·YH EHHQ ZDLWLQJ IRU

1R RQH GRHV YHQW IUHH EHWWHU WKDQ ZH GR

See all of the available options at w w w. m o n e s s e n h e a r t h . c o m Circle Reader Service No. 27

Hearth Retailer Top: The showroom features hearth styles and applications to inspire every customer Bottom: Anderson Fireplace has stayed strong by evolving with demand

few years, that the fireplace operation needed to penetrate the homeowner market (to sell high-end hearth products) if it was going to be viable for the long term. It had its work cut out for it, though, because gas fireplaces were taboo. “People saw gas fires as fake,” Ford says. “Most of the homes in the area were built during a time when home heating was done with oil (and oil had to be vented through a masonry flue), so masonry wood-burning fireplaces were king.” It was up to Anderson Fireplace to change that perception by showing people the advantages of a gas fire. Today, Anderson Fireplace has hit its stride. In particular, sales of its direct-vent gas fireplaces and gas inserts are booming. “It was a matter of identifying our market and then going after it,” Ford says. The Andersons discovered that many homeowners who had old masonry fireplaces in their homes hadn’t used them for years (if ever) because building a fire is messy—and too much work. “A good part of the population in downtown Boston and its suburbs consists of professionals who are up early for work and don’t have the time (or the desire) to tend a fire. We started pushing the benefits of gas fires, and the category took off,” Ford explains. As people saw how pleased their friends and neighbors were with gas, it wasn’t long before more and more

people warmed up to the idea. During the peak season, Anderson Fireplace often puts a sign in front of the store to draw in curious shoppers. It reads, “Turn your wood-burning fireplace into a fuel-efficient furnace.” Ford says, “It is a matter of changing people’s mindset. A lot of people are in love with the idea of burning wood, but once you start talking to them and breaking down what it is they like about it, they realize they don’t really like it. They just like the idea of burning wood.” Anderson Fireplace prides itself on having a showroom that is a bit unusual. When one walks into its 7,500–square-foot space, one won’t find spas, gas grills, fire pokers, screens, or any other accessories sold by other hearth dealers in the area— just fireplaces. At any time, there are more than 40 burning displays on the floor, giving customers the opportunity to see the flame and feel the heat from a fireplace before they buy it (instead of shopping from a catalog). “We don’t do any retail,” Ford says. “Our philosophy is this: If you want a

NOVEMBER/DECEMBER 2015

poker or screen, go to Lowe’s®, down the street. We would rather let people stand back and look at a fireplace with a mantel and beautiful marble surround (and be able to picture it in their homes), instead of cluttering up the showroom with accessories.” Ford is in tune with which products resonate with the store’s customers. He says, “Right now, when it comes to inserts in existing fireplaces, we probably do the best with Mendota inserts. For the price, I think they have the best flame, logs, and heat output on the market. It’s the easiest sale in the world.” For simpler new-construction units, the store does well with the Napoleon Ascent series—specifically, the GX36, because of its size, look, and heat output. The Monessen Serenade is a best seller in modern styles. “I think it has a nice flame and is cost friendly,” Ford says. High-end fireplaces from Town & Country are a favorite of customers who are looking for style (but not necessarily heat), and Valor is a top seller among smaller units. Ford says,

PATIO & HEARTH PRODUCTS REPORT

“We try to show different styles and applications so that everyone who comes to our showroom can find something that will work.” Referrals have consistently proved to be one of Anderson’s most reliable forms of advertising, but in recent years, the store has considered its Web presence to be one of its strengths as well. Ford started a blog that has gained a following and that draws many people to the store’s website (www.andersonfireplace.com). The blog’s content focuses on answering fireplace-related questions. People are directed to the blog by Google when they search for answers to fireplace or hearth-related questions. Ford updates the blog regularly, as he receives questions, and that helps keep the store’s website relevant. He says, “While I don’t claim to have the final word on any subject, it does help position Anderson Fireplace as an expert in its field.” Anderson Fireplace sees many future opportunities heading its way, one of them being new construction. Since the area came out of the recession, there has been considerable building going on in Massachusetts, and this means that a market is opening that has been dormant for many years. “Our connections are strong in the building industry, and we have a great reputation that we have worked hard to earn. We know that it’s important to get builders to the point where they trust you, so that all you are doing is providing service to them,” Ford says, adding that builders want to know that they are important to you (and that you will answer their calls). “It’s hard to find dealers who are dependable, so they need to know that if there is a problem, you will fix it,” he explains. “It comes down to people being able to trust you. We approach both builders and homeowners with the mentality that it’s not a one-time sale—because we want them to keep coming back,” Ford concludes.

Circle Reader Service No. 29

Outdoor Grilling

SMOKING HOT Loyal fans flock to All Things BBQ for all their grilling needs. BY CHERYL DANGEL BARTOLINI PHOTOGRAPHY BY JUSTIN CARY

arbecue sauce runs in Don Cary’s blood. Cary is the owner/operator of All Things BBQ (Wichita, Kansas), which is aptly named because it is located in the center of all things barbecue—but that’s not all. He and his wife, Kathy, also own Yoder Smokers Inc. (Hutchinson, Kansas), which manufactures competition-grade products. “Yoder Smokers was just a startup company, and we displayed the product at our local outdoor-living show in 2008 and again in 2009,” Cary explains; he continues as president of Yoder Smokers today, heading two leading enterprises in the barbecue business. He says, “Folks liked the product and asked where they could purchase the smokers and supplies—and get a little know-how as well. Kathy worked the shows and said, ‘Hey, the kids are grown. We should open a little retail barbecue-supply store.’” Cary adds, “If she only knew.” That was in early 2009, and by August, Kathy and their daughter, Jessica, had opened All Things BBQ in a 1,700–squarefoot space. Because the Cary family knew more than a little about barbecue, customers flocked to the store. Sales took off, and they had to double the space just one year later. They launched the store with Weber grills and acces-

sories; Yoder Smokers offset wood pits; barbecue tools and accessories from Charcoal Companion; a selection of sauces, rubs, and spices; and charcoal, pellets, wood chips, wood chunks, and split wood. Sales kept growing, and more space was needed. ROOM TO GROW In 2013, Cary bought three contiguous row buildings in a century-old business district. The newest building of the three had been built in 1948 and had 4,500 square feet of space, so renovation efforts started there, and the store opened for business in October 2013. Next, Cary renovated a 1,600–square-foot warehouse attached to that building and its 2,200–square-foot parking area. The warehouse was transformed into a full-scale commercial teaching kitchen, and the parking lot became an extension of the classroom, with a working display area and a patio large enough to host events with live music. “It is one of our most distinguished features,” Cary adds. Currently, the middle two-story building, at 1,100 square feet, houses the store’s patio furniture. Top: from left, Kathy and Don Cary; Jessica Williamson Bottom: All Things BBQ sells its own Yoder Smokers line, as well as grills from Napoleon, Delta Heat, Big Green Egg, and others

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

THE GATHERER, THE GRILLER, THE CULINARY PROVIDER Building on a heritage of commercial-quality appliances, DCS Grills are engineered to deliver the power and performance demanded by a professional chef. Introducing the latest generation of DCS high-performance Grills; serious outdoor dcsappliances.com

kitchen equipment for people who are made to grill.

Circle Reader Service No. 31

Outdoor Grilling The corner building, which is another two-story structure with 4,200 square feet per floor, just opened for business in October 2015. Eventually, it will be the new home for patio furniture, outdoorliving accessories, and similar products. When that happens, the middle building will be built out with outdoor-kitchen displays. All told, the store has a roomy 15,100 square feet, plus a 3,200–square-foot patio. There are 11 full-time and several part-time employees. CUSTOMERS COME FIRST Naturally, All Things BBQ’s headliner product line is Yoder Smokers. “By far, our numberone–selling grills are from the Yoder Smokers pellet series,” Cary says. “The sales volume is amazing. People like the fact that it performs all cooking styles—direct and indirect grilling, as well as smoking and baking—with excellence. The Yoder Smokers pellet cookers are an ideal combination: versatile cookers that are easy to use, in addition to being easy to care for and clean. This really makes everyone a candidate for this product.” The store also carries products from Napoleon, Alfresco, Delta Heat, Weber, Big Green Egg, and Primo. “Our Napoleon cart-mounted and built-in gas grills have also gained sales traction again this year. The redesigned cooking system makes cooking on these grills a pleasure, and the infrared side burner is very versatile,” Cary says. Choosing products to carry relies, in part, on brand recognition. “The rest is decided through a careful analysis of product design, materials, performance, and the integrity of the company itself,” Cary says. “This isn’t new to me. It is our job to choose the very best brands/products in each category, so that when we see our customers 10 years from now, they are still glad that we recommended those products.” Customer relationships are important to Cary, who strives to puts his customers first. Because the store started small, Cary and his staff know hundreds of customers by name. He says, “Our practice is to listen to and understand our customer’s past experiences and current needs to help direct them to the best product for their requirements.” Employees, having a patio full of demonstration units, will show customers how a cooker works and how to get the most out of it. “Often, people who are thinking about a new cooker that is different from what they are used to will attend a cooking class to gain exposure to the product,” Cary says. COOKING UP SALES Cooking classes have been ongoing since 2011 and are offered one weekend each month, with three classes per weekend. Each class (of more than 150 held so far) is an important part of Cary’s business model. He says, “In every class, our attendees see all of the prep being done and are invited out of the class to the grills to watch the cooking in action. Our instruc-

tor talks about cooking on every cooker type, and you get to eat the evidence.” Classes cover everything from competition barbecue to white-cloth entrées, side dishes, and desserts. In fact, in 2014, Cary hired Tom Jackson as a full-time staff chef to coordinate recipe development, shopping, and organization of the kitchen/classroom. Jackson posts almost all of his recipes to the store’s blog, The Sauce, making two to three posts per week. Andy Groneman, pit master for the Smoke on Wheels competition barbecue team (Kansas City, Kansas), and Todd Johns, pit master of Plowboys BBQ restaurants (Blue Springs and Kansas City, Missouri), are instrumental in the success of the cooking classes. Cary says, “Both of these guys are known nationally and internationally from their major wins and time on the circuit. Andy has travelled to Australia twice, spending 50 days teaching barbecue alongside GrillPro Australia (the Yoder Smokers distributor there). Andy has been with us every step of the way in developing the classes.” In September 2015, the store hosted guest chef Brian Misko, pit master of House of Q (Langley, British Columbia). Misko has a new cookbook, “Grilling With House of Q: Inspired Recipes for Backyard Barbecues” (Figure 1, 2015), and he took first place in the ribs category at the World Food Championships in 2014. “Brian makes regular appearances at the American Royal and at the Jack Daniel’s World Championship Invitational Barbecue. Both contests require a specific caliber and/or number of wins to gain an invitation,” Cary explains. Misko taught three classes and hosted a meet-and-greet session and book signing, complete with hors d’oeuvres prepared from a recipe in his new cookbook. HEALTHY CHOICES All the cooking classes make use of seasonings, rubs, and sauces—and Cary and his staff know these products inside out. In fact, the store stocks more than 300 SKUs in sauces, rubs, marinades, injections, and gourmet food products. Cary says, “We are connected with a number of competition teams and carry products from the ones that fit nicely into our offering.” The store even carries a category of healthy choices in seasonings, with products that are free of MSG, gluten, sugar, fat, or high-fructose corn syrup; that are all natural; or that are low in sodium. Cary says, “We learned from our customers that the healthy-choice category was important, so we added the categories and simply check the boxes that apply to each product. Customers really seem to appreciate that.” There’s undoubtedly a lot going on at All Things BBQ, and there are more changes coming.

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

Top: Yoder Smokers’ Loaded Wichita has more than 1,600 square inches of cooking surface and a dual-damper draft-control system Bottom: Casual furniture and outdoor-living accessories have been added to the product mix

Cary doesn’t want to stand still. He will not let the business stall, so he always has it evolving to keep pace with the ever-changing business climate. In the near term, there will be new merchandising and a revised store layout. Cary hired an architect to “help make our original showroom really pop. People love it now—but wait: This next buildout will be amazing,” he says. While the kitchen/classroom is doing its job, it, too, will be renovated with new lighting and other fixtures. After that, the other showrooms will be updated. Cary points out that All Things BBQ was an Inc. 5000 (fastest-growing) company in 2014 and 2015, and he’s hoping for a repeat in 2016. The company’s rapid growth required much of its infrastructure to be updated, so the past year has also included transitioning to more robust accounting and point-of-sale systems, as well as migrating from a house-built website to a fully integrated enterprise-wide Web platform. Cary is recruiting new team members, and he works hard to educate them about the products, along with the company and its culture. “What started out as a small barbecue shop has taken on a life of its own, simply by providing an above-average experience and responding to what our customers have asked for,” Cary states. “2016 and beyond should be exciting times.”

Circle Reader Service No. 33

Showroom Showcase

A GOLDEN MILESTONE The family that runs ABSCO Fireplace & Patio proudly celebrates 50 years of business. by SHARON SANDERS

verything is golden for ABSCO Fireplace & Patio (Birmingham, Alabama) as it celebrates 50 years in business. For five decades, the Galbreath family has learned what it takes not only to be successful, but to enjoy the rewards of being a family-owned retailer. The operation has blossomed from a single-store operation into a thriving three-store chain that has a strong business sense, a distinct personality, and heart. John Galbreath Sr. started ABSCO Fireplaces Inc. as Alabama Building Specialties Company in 1965. At that time, he sold spiral staircases, compact kitchens, in-line vacuum systems, and prefabricated fireplaces. In the mid-1970s, his wife, Catherine, added patio furniture to

PHOTOGRAPHY BY KEVIN GUSTIN, MEANSADVERTISING.COM

the mix—and ABSCO Fireplace & Patio was born. Combining John’s love of fireplaces and Catherine’s love of beautiful outdoor spaces has proved to be a winning combination. The addition of outdoor furniture changed the entire dynamic of the business, as well as changing its customer base. Before it sold patio products, ABSCO’s primary customers were builders and dealers. It was also a distributor of fireplaces and other hearth products in the Southeast. When John Galbreath Sr. retired, in the late 1980s, John Galbreath Jr. took over the wholesale/distribution side of the business. At that time, there was only one retail location. His sister, Cathy Galbreath-Buzbee, joined the company in 1994, and two

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

years later, a second retail location was opened to reach customers in the fastest-growing part of Birmingham. In 2001, a third store was added. John Galbreath Jr. retired more than two years ago; since then, ABSCO’s main focus has been on retail sales. Galbreath-Buzbee has witnessed the evolution of the business and says that there are many factors that have kept it going strong for so many years, with one of them being customer relationships. “My mother’s motto is ‘Treat each customer as though that will be the last customer you ever have.’ This means making each person feel special, which is something that

comes naturally to our family and our staff,” she explains. When Galbreath-Buzbee hires people, she specifically looks for those individuals who like to laugh, are optimistic, and have outgoing personalities (which goes hand in hand with being good salespeople). She says, “When you walk into our stores, the whole atmosphere is light and relaxed. This makes people feel comfortable, and conversations flow naturally.” She adds that some relationships have become so friendly that customers even go out of their way to give store employees special treatment. “We have one customer who

NOVEMBER/DECEMBER 2015

went deep-sea fishing in Alaska and brought us back some fresh fish. There is another customer who brings us Frosty® desserts from Wendy’s when she is in the area,” Galbreath-Buzbee says. “We are supposed to be doing nice things for them, but here they are, doing nice things for us. I think it’s because we become like family, and you do kind things for your family.” Manufacturer relationships are another factor that has kept ABSCO going strong. “We are in partnership with every one of our manufacturers, on both the hearth and patio sides of our business. It is important to us to do business with manufacturers that make good products, ship on time, and provide good service—because those reflect on us,” GalbreathBuzbee explains. Each product line is carefully selected to meet the ideals and standards of ABSCO, and offerings are constantly being reevaluated to ensure that they still fit into its business model. Galbreath-Buzbee explains that it’s a must to have good working relationships with sales representatives, as well as with customerservice representatives. “We want to know that our manufacturers will have our backs and will stand behind us as a customer, just as we have our customers’ backs and will always stand up for them,” she says.

PATIO & HEARTH PRODUCTS REPORT

Page 34, top: from left, Scott Buzbee, Cathy Galbreath-Buzbee (holding Wrigley), Catherine Galbreath, and Joy Galbreath Odom Page 34, bottom: Each ABSCO showroom has an individual personality Top: Merchandising is done by employees, many of whom have interior-design backgrounds Bottom: The ABCSO family business has been going strong for five decades

Galbreath-Buzbee especially values personal connections. She says, “The manufacturers that make us feel special are the ones that we do business with for the long term. If a relationship doesn’t develop, it probably isn’t a good fit for us.” The store has enjoyed long relationships with manufacturers such as Telescope Casual, Lloyd Flanders, Tropitone, Majestic, and RH Peterson. With three locations, ABSCO maintains showrooms that mirror what it is as a company. “Without a great-looking store and a welcoming sales environment, a retailer would have a hard time succeeding,” Galbreath-Buzbee says. She explains that each showroom has its own per-

Showroom Showcase sonality, even though they all have the same product mix. She relies on the expertise of each store’s staff to display and merchandise the products that have been selected. Many ABSCO staff members have backgrounds in interior design, so it’s their passion. “I let them do it because they are so good at it. I love visiting each location and seeing the differences in creativity,” she says. The most important part of the showrooms is the sales staff, which is the backbone of the company. She adds, “We put on fun events that attract people to our stores, but what keeps them coming back is the personality of our staff, along with the service we give them.” ABSCO works closely with an outside agency that handles all of its advertising, and this has made a huge difference in the store’s image over the past 10 years. Galbreath-Buzbee says, “In the early days, when advertising was primarily print ads in the newspaper, my mother used to do everything herself, but it is different now, with

television, Facebook, the Internet, and Instagram. I couldn’t do it all myself, not to mention the fact that it’s not really my area of expertise. I used to just throw money out there, hoping it would stick.” The company’s advertising agency has become important to ABSCO’s success in reaching its customers. She says, “I used to think we couldn’t afford to have an advertising agency, but now I realize we can’t afford not to have one.” She explains that the agency has done a wonderful job of creating the right message, choosing media, and tying everything together. “The agency created a catchy television jingle for us that we tack onto all of our television commercials. It has become a part of our identity. I have little kids come in the store singing the jingle, and if I tell people I meet that I work at ABSCO, they instantly rattle off the jingle,” she says. The store’s Facebook presence has become strong. One strategy that it uses to get people to visit its page is to

hold product giveaways. “We recently gave away a Yeti cooler, which is a popular item in our store, and we got a ton of entries. It’s amazing how many people share the giveaway with their friends,” Galbreath-Buzbee says. Clicking the like button on the ABSCO Facebook page lets the viewer get the latest news on store events, new products, and giveaways. The family has been active in both the International Casual Furnishings Association (ICFA) and the Hearth, Patio & Barbecue Association (HPBA). She would be remiss, Galbreath-Buzbee says, if she didn’t mention that membership in these industry organizations has helped ABSCO remain successful. In the 1970s, her father served on the board of the Fireplace Institute and was a member of the Wood Heat Alliance. Her mother was a board member of the Casual Furniture Retailers Association for many years, and Galbreath-Buzbee followed in her footsteps. She currently serves on the board of ICFA, as well as on its

Circle Reader Service No. 36

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

Retail Council. Her mother was honored with ICFA’s Lifetime Achievement Award in 2007. ABSCO has been nominated for the Apollo Award five times, winning in 2013. John Galbreath Jr. is a past chair of the HPBA. “Being part of these organizations has strengthened our presence and endurance, over the years, by allowing us to network with manufacturers and retailers alike. Sometimes, it’s nice just to know that you aren’t the only one with crazy problems. There is comfort in talking with other retailers that you just can’t get anywhere else,” Galbreath-Buzbee says. ABSCO has been part of many conferences and roundtables and has gained knowledge that has proved invaluable. For the past 50 years, ABSCO has been evolving, learning, and improving—every year. Galbreath-Buzbee says, “It makes me proud that our family has managed to work together for so long, and we still love what we do. We hope to continue doing it for another 50 years.”

smart, stylish,

right at home. Surround your customers with the worldâ&#x20AC;&#x2122;s most beautiful, worry-free fabrics for furniture and accessories. sunbrella.com/ďŹ repit

Circle Reader Service No. 37

As I See It

Hot Off the Grill Summerset Professional Grills offers versatility, quality, and a range of prices to a growing customer base. BY SHARON SANDERS

Summerset Professional Grills (Irvine, California) is a purist when it comes to grills.

Top left: Jeff Straubel Top right: The Alturi 42-inch built-in grill Bottom: The AMG 36 grill by American Muscle Grill

It is a company that’s not swayed by the latest trends; rather, it has an innate sense about what outdoor cooks—from the casual weekend hot-dog griller to the serious steak connoisseur—really want. Patio & Hearth Products Report spent some time with Jeff Straubel, president and CEO, to get a firsthand glimpse of this growing, self-assured grill company.

What is the niche of Summerset Professional Grills in the specialty-grill category?

Please share the history behind Summerset Professional Grills. Straubel: In 2002, we started doing business as an OEM supplier, manufacturing and providing private-label grills to distributors across the United States. By 2008, we felt that the time was right to build and market a brand of our own, so we created Summerset Professional Grills. I knew a lot of people in the business, so the brand gained momentum quickly. Now, here we are—seven years later—with 13 distributors and about 800 dealers selling our products across the country. The business has grown 25% every year, which is better than I could ever have hoped.

What sets a professional-grade grill apart from a standard grill? Straubel: Longevity, serviceability, warranty, support, and pride of ownership: My background is

in building and selling commercial cooking equipment, so when we started the brand, there was no question that professional-grade grills would be our product focus. When it comes to the details, a professional-grade grill is made of high-grade stainless steel (such as 304 or 443 stainless)—which, among other properties, has high levels of chromium to minimize rust and corrosion. A professional grill should also have high-end components and be heavy in weight. When it’s placed side by side with a lower-priced (throwaway) grill that one might get from a big-box retailer, there is really no comparison. It’s like a white-goods appliance versus a Viking-style range.

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

Straubel: Our niche is having something for everybody. We have five different series of grills ranging in price from $1,000 to $5,000, including two different lines of accessories. Our goals are to try to cover every price-point need and to have a sufficient inventory. Why is this important? When customers walk into a dealership, there is no telling what they want to buy. If we don’t offer products at a variety of prices, a dealer will miss out on sales. When it comes to inventory, we carry almost $3 million of inventory in our Irvine warehouse. We don’t want our dealers to have to wait eight to 10 weeks to get any of their products—because if we don’t have it, they can’t sell it. This strategy has worked well for us and our dealers.

Why do your dealers and their customers like Summerset Professional Grills’ products? Straubel: It really comes down to the choices we

Circle Reader Service No. 39

As I See It offer, the inventory we keep, and the service we are serious about providing. We have a full staff of service associates available on the phones to answer questions and troubleshoot any problems that may arise. We also work closely with our distributors to ensure that they are out in the field, educating retailers about our products. For 2016, the company is ramping up its training support by adding new resources, including new training videos and FAQs, to our website (www.summersetgrills.com). Dealers can expect to see a whole new face of Summerset Professional Grills starting early next year.

Which products are you most excited about for 2016? Straubel: For the most part, grilling is a masculine event. Itâ&#x20AC;&#x2122;s a feel-good, pride-of-ownership, muscle-car, rodeo, NASCARÂŽ, football kind of thing. For 2016, we are introducing our American Muscle Grill line, which will speak to the hard-core grill enthusiast. One of the coolest things about these grills is that they use five different heat sources: lump charcoal, charcoal, wood, gas, and infrared. Each burner has a separate compartment, so all five can be used simultaneouslyâ&#x20AC;&#x201D; and they can all be fired up in less than two minutes. This means itâ&#x20AC;&#x2122;s possible to heat up an appetizer, boil

pasta, smoke your favorite meat, and char veggie kebabs, all at the same time. In addition to our initial five-burner model, we will be introducing an eightburner version sometime later this year. The company is going to put a lot of energy into marketing the American Muscle Grill line. This will include live cooking demonstrations (done from our custom-built trailers) at our dealerships around the United States. We also have a new line coming out, called Sizzler Pro, in the price range of $1,699 to $1,999. We are excited about both lines, but we believe that the American Muscle Grill line is the one that will literally change our business.

How can specialty outdoor-living retailers get their customers excited about grills? Straubel: They need to find out what motivates their customers to buy. Some people are motivated to buy based on budget, others are leisure driven, and others are ego/pride driven; they want to own something that will make their neighbors a little envious because it is unique. If dealers can be in tune with what motivates each individual customer, they will be able find the perfect grill for any type of customer.

What would you predict for the grill categoryâ&#x20AC;&#x2122;s future? Straubel: There is a lot of emphasis on technology today, but my personal opinion is that some grill manufacturers have gone overboard with technology. It is trendy, and I really donâ&#x20AC;&#x2122;t think that is ultimately the way the industry is headed. People are more attracted to simplicity, hard-core grilling, and the end result, which is food that tastes good. Friends, family, and good-tasting food are why people grill in the first place.

What will the future hold for Summerset Professional Grills? Straubel: I have no doubt that the American Muscle Grill is going to change our business. We want to offer a really cool, big grill that appeals to the guy who wants to invest in something that he can show off a little bitâ&#x20AC;&#x201D;as he would show off a nice car. We will also continue to offer the grills at a variety of prices that we have been known for since 2008. Itâ&#x20AC;&#x2122;s onward and upward, and I think we have a beautiful future in front of us. Iâ&#x20AC;&#x2122;m very optimistic about who we are and where we are goingâ&#x20AC;&#x201D;and I think it is going to be a lot of fun.

FRENCH. BRING YOUR APPETITE & BRUSH UP ON YOUR

SET UP YOUR ENTIRE YEAR IN THE FIRST

QUARTER OF 2016

ONLY AT HPBExpo IN NEW ORLEANS, LA HPBExpo brings together the entire indoor-outdoor industry under one roof. Hereâ&#x20AC;&#x2122;s where youâ&#x20AC;&#x2122;ll see hundreds of exciting products in action, learn the latest business strategies and regulations, tap into the minds of other successful professionals, get certiďŹ ed and have fun. Thereâ&#x20AC;&#x2122;s no other show quite like it. Register now. HPBExpo.com/register EXHIBITION: MARCH 17-19, 2016 M EDUCATION: MARCH 16-18, 2016 ERNEST N. MORIAL CONVENTION CENTER M NEW ORLEANS, LA

Presented by

For more information about HPBExpo 2016, call 703-522-0086 or email info@hpbexpo.com

Circle Reader Service No. 40

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

www.valorfireplaces.com Circle Reader Service No. 41

MyTurn

Slow and Steady Barlow Tyrie wins the race by taking cautious, controlled steps to ensure success. BY CHERYL DANGEL BARTOLINI

The Monterey teak dining set, with a ceramic tabletop

Barlow Tyrie (Braintree, England) is the epitome of reserved elegance, stateliness, and quality. Here, you won’t find any fads or gimmicks. What you will find is outdoor furniture that is refined, beautiful, and built to withstand the test of time. It is important to note that despite its myriad product introductions, nothing at Barlow Tyrie is done on a whim (or by the seat of its pants). Charles Hessler, executive vice president of the company’s wholly owned U.S. subsidiary (Moorestown, New Jersey), says, “Everything we do is very slow and deliberate.” The company was founded in London, in 1920, by Victor Tyrie and Frederick Barlow, and it quickly became recognized for its high-quality teak outdoor furniture. It was a family-owned business then, and it continues to be one today, headed by Mark and James Tyrie, directors of the company. Their father, Peter, is the managing director. Hessler, who has been with the company for 28 years, says, “We are very English. Being a family-owned British company, it looks at things the way that the British historically do. You produce a product to last for decades and decades. It is a very steady,

methodical approach to the marketplace. We don’t throw things into the market and pull them back two years later. We watch trends, but don’t jump on them. We want to make sure what we make looks as good today as it will 30 years in the future.” That, Hessler says, is what sets Barlow Tyrie apart from almost every other manufacturer in today’s world, where the focus is often on how to cut costs, not on how to deliver the best product. “It’s all about the way the English look at designing and building our products. There is a lot of engineering that goes into our products. There’s a lot of thought that goes into the hardware and into designing something that is going to last through years and years of abuse,” he explains. “If the product is a folding chair, we pay special attention to the folding mechanisms.” Hessler adds, “Some people think our products are overengineered— and that it shows in the price. I don’t

NOVEMBER/DECEMBER 2015

think that’s a bad thing. If you’re going to be accused of something, I’d prefer to be accused of overengineering. The Tyrie name is on every piece of furniture, and we won’t build each piece to keep down the price.” Barlow Tyrie’s approach to business, which is methodical and precise, also reflects the tastes and lifestyles of its customers. Hessler says, “We are at the high end of the product mix, so we are dealing with the top 3% of the population. It is a group that doesn’t jump in and out of trends. We weren’t the first on the deep seating boat, but when we did develop deep The Cayman 39-inch seating prodtable, with an Arctic white frame ucts, they were better and more attractive than anything else out there. They were what people would expect from Barlow Tyrie.” DIFFERING TASTES Of course, what people expect from Barlow Tyrie differs depending on where they live, which poses some challenges for a U.K. company with a subsidiary in the United States. Barlow Tyrie sells its products globally, under one catalog, so there are items that don’t sell as well in the United States and Canada as they do in Europe (and vice versa). For example, the company makes an Adirondack chair, which is very North American. A few sell in Europe, but not many. Likewise, for a long time, contemporary designs that sold well in Europe couldn’t gain traction in the United States. “North Americans thought the designs were too contemporary, but now, they have caught up with the trend toward more contemporary

PATIO & HEARTH PRODUCTS REPORT

designs,” Hessler says. “When we come out with something more contemporary for the European market, the North Americans are going for it just as quickly. If we need something for the U.S. market that doesn’t sell in Germany, that’s OK. It will still be a part of our range.” Today, the product selection offered is influenced by the Tyries. “As James and Mark came up in the business, they brought in products that their age group would like, and they started reaching out into the use of other materials. Mark, who went to school for furniture design, started designing products outside the all-teak range. They had teak on them, such as teak arms or a teak tabletop, so it wasn’t a radical change. It was a minor change in direction. The company was branching out,” Hessler explains. Change is rarely easy, however, and bringing in new materials was a big change for a company with deep roots in teak furniture. When Barlow Tyrie watched the trend toward stainless-steel furniture take hold in Europe, it waited to make its move. When the time came to introduce stainless-steel furniture to its dealers and customers, the reaction was shock. “When we brought stainless-steel furniture to the United States 15 years ago, our dealers here were asking, ‘What are you doing? We can’t sell stainless steel,’” Hessler recalls. “When we introduced the stainlesssteel line with teak accents, dealers thought they couldn’t sell it in very traditional markets. Now, for some dealers it is 85% of their business, even in the most traditional markets.” Hessler reports that this growth didn’t happen overnight. It took six or seven years for the newer designs to catch on, but Barlow Tyrie is nothing if not patient. He says, “We went from a 100% teak company to more

Circle Reader Service No. 43

MyTurn contemporary products; now, we’ve expanded the stainless-steel range, and it does phenomenally well for us.” MORE THAN TEAK With its hard-won success in stainless steel, the company it moved into tubular aluminum. Today, Barlow Tyrie has broadened its offerings: It now

manufactures furniture in stainless steel, powder-coated aluminum, Forest Stewardship Council–certified eucalyptus, and handwoven fiber. Like an actor who has been typecast after playing an award-winning role, Barlow Tyrie fights to overcome the perception that it deals exclusively in teak. “What is surprising to me is how

many of the potential retailers of our product out there still think of us only as a teak company,” Hessler says. “They do not realize that we have real diversification in our range. They have us pigeonholed as the teak company because people recognize us for it (and because we’ve won so many prestigious industry awards for the

Circle Reader Service No. 44

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

design of our teak furniture), but now, sales of stainless steel and our powder-coated tubular aluminum are making inroads.” In fact, teak currently represents about 40% of the company’s sales, with stainless steel and aluminum hovering around 35% and woven fiber making up the balance. Many pieces include both teak and stainless steel or aluminum, so actual sales figures are hard to categorize. Diversity has been the hallmark of the company’s recent product introductions. Barlow Tyrie has introduced a number of products in 2015, so changes for 2016 will be limited to tweaks for those new collections. For example, the company has added a circular table to its aluminum range (which had only squares and rectangles) and has added a longer table to its aluminum-and-ceramic line. Also new for 2016 is the Equinox ceramic extending table, which has a stainless-steel frame with a high-fired Italian ceramic tabletop. It is a smaller version of the extremely large table that was introduced in 2015. Conversely, the company has introduced a new teak table that is a larger version of one launched in 2015. “We came out with so many fabulous products for 2015 that we had to take a breath,” Hessler says, noting that Barlow Tyrie hasn’t had much time to rest. “In 2017, there will be another big wave of introductions.” The company, which is steeped in British tradition, also follows the conventional route in its marketing. In the United States, advertising efforts focus on magazines such as Traditional Home and Architectural Digest, along with a number of designer/trade magazines that target architects, interior designers, and boutique hotels. An information-technology department in England manages the website (www.teak.com), along with all social media—ranging from Facebook to Twitter and Pinterest. Are there any big changes ahead? Hessler says, “We are a very steady and methodical company, so there won’t be a lot of deviation from what we do and how we do it. We will not go and embrace Internet sales. It isn’t us. It will be business as usual. Between the tortoise and the hare, we’re the tortoise—and the tortoise won the race, didn’t he?”

Circle Reader Service No. 45

ProductInnovation

An Inventive Spirit Supreme Fireplaces’ founder built a business that thrives on nonstop innovation. BY CHERYL DANGEL BARTOLINI

Emmanuel Marcakis is an example of someone who does what he loves—and as a result, loves what he does. He was working full-time as an engineer for Canadair, building aircraft engines, 30 years ago, when he decided to build a few fireplaces (for fun) in his garage. Today, his garage is a 60,000–square-foot facility with 30 employees who are proud to work for Supreme Fireplaces Inc. (Montreal, Quebec), a presence in the U.S. and Canadian markets. His daughter, Anastasia, works at Supreme as sales manager, alongside her sister, Katherine, and her brother, Alexander (both of whom work in product development). Anastasia explains that as a teenager in Athens, her father worked in a foundry (and later, in several machine shops) before becoming an accomplished tool and die maker while attending night classes at a trade school. She says, “During these years, he developed a passion for engineering, which led him to a university.” While studying engineering, he taught night classes at the same trade school that he had once

The Vision EPA-approved see-through stove

The Galaxy EPA-approved zero-clearance fireplace

attended. When he moved to Canada, he earned a master’s degree in mechanical engineering along with an MBA degree from McGill University. Constructing fireplaces became his hobby, and in the 1980s, he decided to help his family, friends, and neighbors reduce their heating bills and improve the efficiency of their masonry fireplaces. “Every homeowner was looking for an alternative source of heat. A lot of homes in the suburbs had masonry fireplaces, and installing a wood insert was an economical and easy way to heat your home. At the time, however, there was a limited selection of inserts. My father saw a need in the market and knew he could offer consumers a better product,” Anastasia says. Local retailers refused to carry his first fireplace insert, the Woodtherm (a name that he also applied to the company). “They did not really trust doing business with a one-man show,” Anastasia explains. Far from discouraged, Marcakis started advertising directly to consumers in local newspapers and followed up on leads in the evenings and on weekends. “He would bring the surround of the insert with him and place it near the opening of the fireplace, so the customer could visualize how the product would look against the brick,” Anastasia says. “When customers agreed to buy the product, they had a two-week trial

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

period—without any obligation to pay in advance. My father even agreed to remove the product if they weren’t entirely satisfied (which only occurred once, throughout all his years of selling at retail).” The volume was small, but the margins were high. “As the demand for such a product increased, he decided to make what was once a hobby a fulltime job,” Anastasia says. Marcakis left Canadair four years after making his first fireplace and hired employees to help meet the increasing demand. He renamed the company Supreme Fireplaces. KNOWN FOR INNOVATION As the business grew, Marcakis developed high-efficiency, zero-clearance, see-through fireplaces. “He specialized in designing and building products with a stainless-steel firebox that had no refractory bricks. This innovation offers lightweight, maintenance-free products that can transfer heat quickly into a room,” Anastasia explains. Marcakis continues today as president and founder of the company, which has become known for manufacturing a variety of award-winning woodburning fireplaces and inserts, zero-clearance models, and see-through stoves and fireplaces to a network of dealers and distributors across the United States and Canada. “We primarily focus on developing unique, innovative, and user-friendly products that will serve our customers for a lifetime,” Anastasia says, referring to the Galaxy, Vision, and Opus models, all of

laurels. This fall, the company has introduced two new inserts that can be installed with a 5-inch liner. Supreme’s award-winning Galaxy also continues to sell well. “This product is the industry’s largest EPAapproved zero-clearance fireplace. It has a versatile design that is offered in different surround options to suit all decors,” Anastasia says.

The award-winning Galaxy fireplace.

which have earned Vesta Awards. Supreme has a track record of rapid, innovative introductions—and each of them has proven to be a winner in its own right. “In 2009, we introduced the Opus, the industry’s first EPA-approved see-through fireplace. In 2014, we came out with the Duet, an EPA-approved clean-faced, see-through fireplace with lower emissions and a bigger firebox. This product can also be installed with one side indoors and the other side outdoors,” Anastasia notes. In the same year, Supreme introduced Vision, the industry’s first EPA-approved see-through stove. “This product can heat up to 2,000 square feet, with output tested at 100,000 Btu per hour. It offers a generous view of the fire, with an impressively large firebox that can accommodate logs of 24 inches,” Anastasia says. “To this day, we proudly remain the only manufacture to offer high-efficiency, EPA-approved see-through products,” she states. Despite having received numerous accolades, though, Supreme is not about to rest on its

STRATEGIC PRODUCT DESIGN Careful thought and planning go into every product, so it will stand apart from the crowd—for the long term. “We are a company that focuses a lot on product innovation,” Anastasia explains. She adds that Supreme’s line of EPA-approved products (the Galaxy, Duet, and Vision) holds three patents, including one on the automatic air control. “The operating system of these products really sets us apart,” she says. As an example, she cites the company’s Easy-Light mechanism, which provides additional primary air from the ash pan to ensure a quick and easy start for the fire, regardless of the wood or the installation. “Our new EPA-approved products don’t have any secondary air tubes. This increases the height and the overall viewing area of the firebox and reduces maintenance,” she says. “Instead, the secondary combustion is done through our unique baffle design, with the help of a patented variable secondary-air control. This separate control works with the temperature of the fireplace to supply secondary air only when needed, which increases the efficiency, prolongs the combustion, and reduces the emissions of our products,” she explains.

In addition, all fireboxes are all built with high-grade stainless steel instead of refractory bricks. Anastasia says, “This increases efficiency and allows a quicker heat transfer into the room.” As a bonus, Supreme’s new products also come with built-in barbecue grills; these features allow consumers to cook inside their fireplaces in a manner that is both safe and convenient. Anastasia reports that both dealers and consumers have responded really well to the new line of EPAapproved products. She says, “We have seen continued growth since 2013. Last year was our best year on record as sales continue to grow.” Those responses—coupled with the launch of the company’s new inserts, with improvements in the housing market and new construction, and with the expansion of Supreme’s dealer network—have positioned Supreme for an enviable future. “We attribute a lot of our growth to the new EPA-approved products, which have been so well received by both dealers and consumers. We work so hard in developing unique and innovative products. It is nice to see our products gain some momentum. The coming year will be a good year for us—and for everyone in the hearth industry,” Anastasia predicts. What’s next for Supreme? “With the success of our new EPA-approved products, we are inspired to keep developing and expanding our line,” Anastasia says. “We have built long-term partnerships with established dealers who share the same goals. We want to keep growing our network of loyal dealers as we diversify our line with more unique and innovative products.”

Circle Reader Service No. 47

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

Corporate Profile

Private-label Marketing Palm Springs Rattan offers dealers a new program to combat cross-shopping. by KIMBERLY RODGERS

A decades-long leader in manufacturing and distributing high-quality indoor and outdoor furniture has recently introduced an innovative business model to help its dealers remain competitive and profitable in an ever-challenging retail climate. Palm Springs Rattan (Largo, Florida) is now offering dealers the opportunity to market and sell the company’s products under its new private-label conversion program. Tim Newton, managing director, says, “We have restructured our business to allow dealers to create their own brands with our products.” This change is in direct response to cross-shopping, the rapidly growing trend in which in-store shoppers compare prices on a mobile device and then leave the store, either to purchase the item at another brick-and-mortar retail outlet or to buy the item online. Kerrie Jakubcin, wholesale division manager, says, “Changing the identity of the collection to the dealer’s own unique name and style number will eliminate the ability for the product to be cross-shopped easily by the customer. This program gives dealers a competitive advantage of exclusivity, along with the ability to sell at higher margins.” Exclusive name/style branding also allows dealers and retailers to display, market, advertise, and sell products in any channel that aligns with a seller’s own particular business plan. “Our dealers and retailers can show and sell products online; using print, television, or radio; or through whatever channel they prefer,” Jakubcin says.

6300 series seating

Palm Springs Rattan has made the process of joining the new program straightforward and uncomplicated for dealers. There are three different ways for a dealer to operate under the plan, with Palm Springs Rattan giving direction and guidance along the way. This support includes providing online product information, price-tag templates, point-of-sale aids, and digital product images. Jakubcin says, “We have a variety of tools in place (and available at our dealers’ fingertips) to help them be the best they can under the program.”

style number will be exclusive to an individual dealer, the potential for cross-shopping is eliminated. In the second option, which provides minimal protection from cross-shopping, a retailer sells products under the Palm Springs Rattan brand name, but is able to tag the products with the dealer’s own style name or number. There are no

HOW IT WORKS The first option, which offers the most protection from cross-shopping, features total exclusivity. A dealer can take any Palm Springs Rattan product or group and brand the product and style with a name and number created by the dealer. Price tags and point-of-sale materials will also feature the dealer’s own exclusive brand name and style name or number. There are no sales restrictions on retail channels and no restrictions on advertised prices. Because the product’s name and

NOVEMBER/DECEMBER 2015

restrictions on retail channels or advertised prices. There is, however, the potential for cross-shopping by savvy consumers (for example, those who compare product images instead of names). The third option offers dealers no protection against cross-shopping. All products and collections will retain the Palm Springs Rattan brand

4300 series dining

PATIO & HEARTH PRODUCTS REPORT

and style names, with no restrictions on retail channels or advertised prices. Under the new program, Palm Springs Rattan can deliver products directly to the customer (to help increase the dealer’s margins). Products can also be shipped to the retailer, if preferred. The new program has been well received, and customer response has been positive. Newton says, “As with any change, it sometimes can be difficult. Some people were concerned and apprehensive about going into the program, but are very pleased now—because they have something that is theirs.” According to Jakubcin, many retailers are specifically looking for a program just like this one. She says, “We have quite a few customers who want to offer private-label products themselves—and in fact, several of our retailers have already latched on to the program.” For example, one of the company’s retailers in Florida has done an excellent job under the conversion, Jakubcin reports. “He was thrilled to put his own name on products because he knows he can’t be cross-shopped anymore. This dealer has already done a tremendous job

of cultivating his own name brand with his customers who are interested in maintaining a relationship with him. Now, he has his own products that he can put his already-respected name on,” she says. A STRONG HERITAGE Newton comments that there has already been a quiet move toward private labeling by other big-name manufacturers in the industry. “We are just being more open about it,” he says. “We will always have the quality standard. If you look up reviews under our parent company, Leader’s Casual Furniture, we have one of the highest reputations in customer reviews online. That is the quality dealers are getting when they make Palm Springs Rattan their own brand.” Leader’s was founded in 1971, with one small showroom in St. Petersburg, Florida. Today, Leader’s is the largest casual retailer in the Southeastern United States, and the company’s name looms large throughout Florida, with 19 locations. Leader’s is synonymous with offering the best in design, selection, quality, and value in indoor and outdoor furnishings. The company’s proprietary

brand, Palm Springs Rattan, encompasses both indoor and outdoor casual lines and is the parent company’s biggest seller. The Palm Springs Rattan brand (which also includes Garden Classics and Island Way) is sold directly to 230 dealers through its wholesale division. All products are shipped from the 170,000–square-foot Leader’s distribution facility in Largo, Florida. The fully automated and computerized warehouse contains the latest in advanced technology to track and locate products efficiently. This technology further enables Leader’s to process orders quickly and offer delivery—to almost any customer—in one or two days. HELPING DEALERS SUCCEED The main goal of the new privatelabel program is to help dealers with their bottom lines. Jakubcin says, “We have seen this work with several other brands in the casual-specialty industry, and we want our valued dealers to have the same opportunity. The Internet allows customers to shop the entire globe, in seconds, from their smartphones or tablets. It is our goal

to help dealers change our products to their own private brands and names to prevent this cross-shopping and help profit margins.” In addition, the private-label conversion program will assist dealers in their own Internet-based sales by allowing them to duplicate their showrooms online. Jakubcin says, “We want our dealers to have the ability to sell our products with their own brand names, through any channel that fits their individual business plans.” Work is also underway to ramp up Web support, providing live interaction between Palm Springs Rattan’s inventory personnel and its retailers (to facilitate order management). Newton says, “Our goal has always been to work together with our customers to take advantage of every opportunity to sell to the consumer. Now, our customers can project their own businesses. We are not giving them any rules on how our dealers can engage customers in their local markets. Moving forward, we are transitioning to create a brand that our dealers can make into their own brands—and sell in whatever channels they want.”

SLEEK STYLISH CONTEMPORARY

The Avalon Collection from Meadow Decor www.meadowdecor.com Circle Reader Service No. 49

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

Insight

FIRE AND WATER Hearth Products Controls incorporates flames and fountains for dramatic effects. BY CHERISE FORNO

This year, Hearth Products Controls (HPC®) Company (Kettering, Ohio) broadened its outdoor-product line with the introduction of the H2Onfire series—a stunning fire-on-water insert that is the first of its kind to be CSA Z21.97 certified in North America. Greg Steck, president of HPC, says that the product has a true wow factor, as does the company’s Evolution 360 series, which also has eye-catching features. “The fire burning on the water just blows them away at the tradeshows and at our display here at the plant,” Steck says. The remote-controlled electronic fire allows for residential installation, so every type of consumer can enjoy the breathtaking effect of a fire-on-water appliance. Steck reports that HPC’s firepit inserts—especially the push-button/flame-sensing and the electronic-ignition technologies that use the company’s Penta burner— remain top sellers, but the recently added products also are highly successful. He says, “We have diversified our offerings with the inception of water features as well, launching the Evolution 360 series in 2013 and winning two Vesta Awards in doing so: combining a fully self-contained, automated water system with the ambience of electronic-ignition fire.” The Evolution 360 is a turnkey system that can be installed in both residential and commercial settings. The fully assembled product can then be finished with stone, veneer, stucco, or other materials, to match any decor. User-friendly switches control the water, LED lights, and firepit of the Evolution

360, to create a complete water/fire feature. Since HPC’s early days of offering gas-log components and kits, HPC’s product lines have grown to encompass the indoor and outdoor markets. “About 15 years ago, we began our adventure in the outdoor arena with the introduction of HPC fire rings,” Steck says. “This was just the beginning of our outdoor products, which would evolve over the years, with the result being the majority of HPC’s product sales today.” HPC began this outdoor line with match-lit kits and round fire rings of stainless steel and coldrolled steel. The line continued to succeed, and other products, such as stainless-steel spun pans, installation collars, and outdoor logs, were added. Today, HPC’s outdoor offerings are numerous and include burners in a variety of shapes and sizes: the linear trough pan, H burners, T burners, and open concentric burners. Many of these are now available with three types of flame control: match-lit, push-button/flame-sensing, and remote electronic-ignition technologies. “Many of these items were the first to be brought to the industry,” Steck says. During the past few years, HPC has rolled out its Penta burner and Interlink linear burner systems, which have been performing well. Steck notes that the Penta burner is growing in popularity, with sales levels approaching those of the company’s conventional fire ring. “Once customers try this burner, they really love it,” he says. Steck explains that the unique product’s full-flame campfire effect is appealing to customers, and its Interlink burner allows better per-

NOVEMBER/DECEMBER

The Evolution 360 plug-and-play automated system

The H2Onfire series, available with a concrete or copper bowl

formance, fuel efficiency, and water resistance. “Just about anything linear seems to be becoming more in demand,” he says. “Now that we have launched the Interlink linear burner (up to 121 inches long), the timing could not be better.” Although HPC’s firepits are leading the way in sales, all product lines are performing well and have shown increases in sales. “The indoor products’ sales have been growing over the past three years as well,” Steck observes. HPC, Steck says, continues to be recognized for its electronicignition firepit inserts because of the innovative new products that HPC has released each year, which perform well in even the harshest outdoor environments. “The drive to continue to improve the product technology has allowed us to

PATIO & HEARTH PRODUCTS REPORT

stay on top, year over year,” he says. HPC’s innovative drive shows no signs of slowing. The company has plans to introduce two new variations on firepit inserts ahead of HPBExpo (to be held in New Orleans, Louisiana, in March 2016). These inserts will use match-lit and push-button/flamesensing technology, offering cutting-edge design elements and features. “Our electronic-ignition firepits will see the next evolution in technology as well—going far beyond just ignition and flamesensing characteristics,” Steck says. He adds that the outdoor-fire market will continue to grow, and so will the number of competitors that HPC has in the marketplace. Steck sees this as a positive development for HPC (and the entire industry), however. “The additional continued on page 68

Circle Reader Service No. 51

Insight

Celebrating 25 Years With 25 years of expertise in glass-ceramic manufacturing, EuroKera is revered in the hearth industry for its innovative products. BY CHERISE FORNO From left: Marshall Hunter, Chad Trick, and Wayne Fitzgerald

As EuroKera celebrates its silver anniversary, it continues to cement its place as a global leader with its high-quality glass-ceramic products for hearth applications and its cutting-edge cooking surfaces. EuroKera’s offerings are widely used for hearth products because of the company’s innovation, its use of high-quality materials, its impeccable customer service, and its manufacturing capabilities. Scott Watson, marketing and communication manager for EuroKera, says, “EuroKera is known for its ability to design new products and bring new ideas to the market.” EuroKera was created through a merger between the 164–year-old Corning Inc. (discoverer of glass-ceramic) and the 450–year-old glass manufacturer Saint-Gobain. In addition to maintaining a global presence, EuroKera has been doing business from its North American headquarters (Fountain Inn, South Carolina) for two decades. Decades of experience in manufacturing its own glass-ceramic have set the company apart from distributors. “Our ability to melt and transform our own glass-ceramic provides an advantage over much of the competition,” Watson says. “It permits us to innovate in ways others cannot.” The company’s manufacturing process gives EuroKera the ability to craft superior glass-ceramic that is built to withstand extremely high temperatures, making it ideal for hearth-product windows and cooking surfaces. In addition to its resistance to high heat

levels, glass-ceramic is easy to clean—and beautiful. Manufacturing its own glass-ceramic improves customer service as well, according to Watson, by giving EuroKera the ability to deliver its products in a timely manner. “Since we make our own glassceramic, we can use that knowledge for quicker project turnaround,” he says. There are many EuroKera products in high demand, but Pyroceram® III and Pyroceram Reflections™ are the company’s two standouts. Pyroceram III, which is the company’s best-selling clear glass-ceramic, Watson says, is both reliable and sturdy, enduring the harshest environments (such as a roaring fire). EuroKera’s Pyroceram III, Watson explains, has low thermal expansion and high mechanical resistance, so it is widely used with both wood- and gasburning hearth products. “It permits the enjoyment of the fire, in full view, without any worry that it will break if the fire is too hot,” he says. Pyroceram III is highly durable and heat resistant; it also carries UL component registration. Pyroceram Reflections is another recently released product, commonly used as an accent with gas heaters or fireplaces. It is available in black or white glass-ceramic to create modern elegance and ambience, and it can be customized with logos, patterns, and designs. This product has performed well, Watson says; its ability to withstand the high temperatures of gas fires better than porcelain (and its ease of use) have made it a great competitor against porcelain liners in gas stoves. “This is a success story,” he adds. “Customer feedback has been very positive.”

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

The Keralite product range

EuroKera also offers a wide array of decorative options for its glass-ceramics, including Pyroceram Profile, Pyroceram Décor, and edging. Pyroceram Décor continues to be in high demand because its many colors and patterns complement any space. “This is our decorated glass-ceramic, which can be as simple as a company’s logo or as complex as needed,” Watson says. “We have many colors to choose from, as well as a very capable design staff, if you need some inspiration.” He explains that Pyroceram Profile is a popular style choice in Europe and is catching on in the United States. It is available in 3D curved and bent shapes. “We are seeing more and more interest in shaped and curved parts here in North America, and it would not be a surprise for this to be a larger segment of the market in the next few years,” Watson says. Pyroceram Coatings have also gained in popularity recently, helping to guide coating innovations at EuroKera. “Mirror, infrared, and antireflective coatings seem to be on the drawing board for many new products,” Watson says. No matter which new products EuroKera will develop and manufacture in the future, it will continue to put the customer first and to focus on offering unparalleled customer service. “EuroKera North America is a service-driven company,” Watson says. “Our customers are our top priority, and we strive to do what it takes to be the first choice for their glass-ceramic needs.” Each employee of EuroKera, he says, is committed to offering excellent customer service and to one-on-one work with customers to make sure they select the best possible products to meet their needs. “We recognize that everyone has a choice, and our goal is to be the first choice for our customers,” Watson adds. In addition to keeping its commitment to customer service, EuroKera intends to stay in the forefront of innovating glass-ceramic products. “From our indicators, we see steady growth and would predict a healthy market for at least the next few years,” Watson says. “We, as a global company, are constantly working on new innovations and developments that benefit our customers. We have many projects in the works, so stay tuned.”

Outdoor Cooking Center The All-in-One Pellet Grill Grill - Bake - Smoke - Sear

Shown: SNH-OCC | Outdoor Cooking Center

Why HearthDistribution.com? No Minimum Quantity for Purchases | Early Buy Discounts Year Round Factory Direct Pricing | Same Day Shipping

CONTACT US: Toll Free 855-278-8077 | www.HearthDistribution.com | info@hearthdistribution.com Visit us online for a complete line of ﬁre pits, ﬁre glass, hearth kits, pellet grills, and much more. Circle Reader Service No. 53

LastWord ...

Thrill of the Grill Caliber’s design-savvy, U.S.–made appliances transform outdoor spaces into multifunctional culinary stations. BY GREG THOMPSON

Starting a new grill company in the ultracompetitive barbecue industry is not for the faint of heart. Fortunately for Randy Rummel and his business partner, Dan Nichols, a wealth of experience and a serious enthusiasm for cooking and appliance engineering quickly led them in the right direction during their company’s 2010 launch. With manufacturing capabilities firmly established in Huntington Beach, California, Rummel and Nichols consulted their drawing boards and began designing the high-performance grills of Caliber Appliances (under the umbrella of Caliber Range Corp.). Thanks to degrees in mechanical and industrial engineering, four years spent doing metalwork in the U.S. Army, and decades of industry experience (helping to design some iconic products), Rummel and Nichols have managed to boost sales by 40% over last year’s sales. The Caliber Pro Kamado™ is part of that success, and it’s a perfect example of how Caliber integrates modern, cutting-edge technology into a traditional kamado cooking vessel, invented thousands of years ago. Rummel says, “Using the traditional and familiar kamado dome-shaped geometry, we put highperformance insulation between two layers of stainless steel and coupled that with a patented flue design that makes it 40% more efficient than

the ceramic/clay kamado. It serves to keep the heat inside of the kamado—much as insulated stainless-steel coffee cups do, while ceramic coffee cups require the use of a handle because they’re constantly conducting heat to the outside.” The easy-to-clean Pro Kamado is lighter than ceramic models, and it features what is, Rummel says, “the only rotisserie system for a kamado grill.” Using a patent-pending basket system, it allows users to do rotisserie cooking using charcoal placed behind the food (instead of beneath it). “You don’t have all the juices and drippings falling on a hot surface,” Rummel explains. “You can capture those and use them to make sauces and reductions.” The commitment to kamado innovation illustrates the ethos of Caliber. Rummel and Nichols do not dabble in anything. If they take on the conventional grill, they are determined to do it differently—through either better engineering or dramatic design alterations. Rummel, who holds a mechanical-engineering degree from Penn State University, says, “Doing things differently is part of our business strategy. We are investing a lot of research/development in features that speak directly to the chef—to make the results better. Dan and I are avid cooks. We’re constantly coming up with ways to improve performance, from a culinary standpoint.” Many of those culinary features can be found on the Caliber Crossflame Pro™ series of gas

SEPTEMBER/OCTOBER 2015

PATIO & HEARTH PRODUCTS REPORT

Left: A Caliber Crossflame Pro series grill Right: Dan Nichols (left) and Randy Rummel

grills, with its patented Crossflame burner system. “It’s specifically designed to distribute heat evenly across the entire grill area during cooking,” Rummel explains. “It’s also engineered with a radiant system that broadcasts heat more evenly than any grill on the market today.” Special attention to those radiant systems prevents uncontrolled flare-ups that can compromise the taste of otherwise delectable food. Rummel says, “If you have someone inexperienced designing the radiant systems, grease will puddle up, you’ll get flare-ups, and between your sear marks, you’ll get black carbon and soot deposits that ruin the taste. We’re way into the science of good cooking, as well as making our products what we consider to be the most elegant in the industry.” Now in its fourth year of producing appliances, Caliber is seeing serious growth for three products in particular: the Caliber Pro Kamado, the Caliber Crossflame Pro series of gas grills, and the new Rockwell by Caliber built-in series. The Rockwell Social Grill™ features a disappearing canopy—the result of an earlier idea kicked around by Nichols and Rummel during a prosperous stint as design consultants. Partnering with the Rockwell Group (New

York, New York) allowed the Social Grill to come to fruition as part of Caliber’s distinctive line. Rummel, who is also a certified gas engineer, says, “Normally, when you open the grill lid, it is in the way of people standing around the barbecue. This lid completely disappears under the grilling surface, so it compels people to gather around the grill. We are the only ones building this type of grill.” Rockwell’s initial idea for the Social Grill provided just the type of engineering challenge that Rummel relished. He explains, “When you open the lid of a chafing dish, you’ll find that it wants to run away from you at the 12 o’clock position, so we engineered a patent-pending system to counter that weight. We love the product, so we readily took it into our product line when we were starting Caliber, and we thoroughly enjoy the collaboration with the Rockwell Group.” Working with reliable distribution partners across the country has allowed industry veterans to become familiar with Caliber products quickly. Distributors already knew Nichols and Rummel, so they did not require much convincing when Caliber came together. Specialty retailers are increasingly jumping onboard, thanks to crisp marketing brochures and an informative website (www.caliberappliances.com). Much of the marketing done on behalf of Caliber relies on a sophisticated understanding of the subtle differences between grills. Rummel observes that specialty retailers understand these distinctions and are better equipped to make these sales. “There is still a misconception among consumers that all barbecues are the same,” Rummel says. “The best retail partners take the time to study our craftsmanship and design elements, such as three-position grill racks, a patented Crossflame radiant and burner system, elegant lighting, and the uniqueness of the Rockwell series, where—as retailers can point out—the lid doesn’t block what could be a million-dollar view.” Long before the debut of his innovative Social Grills, Rummel built primitive cookers out of oil drums during his years in the Army. Cutting, welding, and ultimately cooking on what he calls

motor-pool junk led to impromptu gatherings that demonstrated the power of the barbecue to bring people together. Rummel never forgot what he saw, and the same principles apply today, even though the manufacturing process is quite a bit more sophisticated. These days, the fully functioning 12,000–square-foot factory in Huntington Beach features laser cutting equipment, top-notch welders, and (most of all) minds honed by decades of trial and error. Manufacturing continues all year long, which creates a reliable workforce by minimizing turnover for the company’s 30 employees. Any excess inventory is stored in the company’s 25,000–square-foot warehouse in Southern California. The all-California operation costs more than manufacturing abroad might, but Nichols and Rummel are adamant about controlling all aspects of fabrication. Attending trade shows across the

country has helped Rummel to spread the word about Caliber. Next on the agenda is the Kitchen & Bath Industry Show, to be held on January 19 through 21 in Las Vegas, Nevada. After that, it’s on to HPBExpo, to be held on March 16 through 19 in New Orleans, Louisiana. “Our product really shines with design professionals,” Rummel says. “Those who know really appreciate the level of detail and thought we put into the product. That appreciation extends to consumers, and our Pro Kamado and Crossflame Pro series are skewed to higher-end customers who want the absolute best on the market.” In a move to cater to those who might have regretted the purchase of a low-priced built-in grill, Caliber introduced its Crossflame Silver™ series, which is sized to fit importedgrill cutouts. For example, Rummel explains, “A customer bought an import from a big-box retailer and

built it into an island—only to find, in two or three years, that the product stopped performing. We build a line of U.S.–made, high-performance grills to fit into those cutouts.” Ultimately, Rummel and Nichols view their company in the context of what they call a new conversation in the patio/grill world. Part of that discussion includes a willingness among customers to pay a little more for U.S.–built quality and innovation. Rummel concludes, “People want a great barbecue, but they also want a firepit, a beer-keg tapper, a flat-screen television, patio heaters, and you name it—so the grill products we manufacture must compete, within the budget, among those other high-end items. Our success has been the result of focusing on the customer’s cooking experience and blending technologies found in the kitchens of the world’s best restaurants with a highly refined visual aesthetic.”

Circle Reader Service No. 55

SEPTEMBER/OCTOBER 2015

PATIO & HEARTH PRODUCTS REPORT

What’sNew

6 Hot Products to Sell Now Selkirk Corp. | www.ultimatepelletpipe.com |

(800) 992-VENT (-8368)

Ultimate Pellet pipe is a premier venting system designed with the installer in mind. Fast, sealed, and secure assembly—coupled with laserwelded seams and smooth joint connections—create a pipe system that is sleek and beautiful.

Woodbridge Fireplace | www.woodbridgedealer.com |

Circle Reader Service No. 90

(800) 636-FIRE (-3473)

The Woodbridge Fireplace Laguna see-through direct-vent gas fireplace, with its 48-inch viewing area, allows for an outstanding transition between rooms. Whether you cover the fireplace face or use it as a part of the presentation, the fireplace (at 37,000 Btu per hour, with a standard 140-cfm blower and safety screens) will provide warmth and enhance the aesthetics of your living area.

Circle Reader Service No. 91

The Hammock Source | www.thehammocksource.com |

(800) 334-1078

Each Original Pawleys Island Sunrise Adirondack chair is handcrafted in the Carolinas using ultralow-maintenance Durawood HDPE lumber and marine-grade 316 stainless-steel fittings guaranteed to withstand the worst weather, wherever you may be. With 16 colors and a variety of styles, the Original Pawleys Island casual/outdoor-furniture line has something for everyone.

Agio | www.agio-usa.com |

Circle Reader Service No. 93

(888) 997-7623

High fashion, high drama, and warmth are on the agenda with the trendsetting new Del Mar deep seating firepit chat group from Agio®. Winner of a 2015 International Casual Furnishings Association Design Excellence Award for lounge seating, Del Mar’s boldly contemporary and sophisticated outdoor collection defines elegance and design savvy, making it equally functional in indoor settings, as well as in the most well-appointed outdoor rooms.

Circle Reader Service No. 92

Delta Heat/Twin Eagles | www.deltaheat.com |

(800) 422-0091

The Delta Heat 20-inch refrigerator is UL approved for outdoor use and offers exceptional performance and reliability. It features a stainless-steel exterior, a locking door, and front venting (for under-counter installation). A spacious 4.1–cubic-foot interior, three adjustable wire shelves, and a drink-can holder in the door provide convenient storage. The door is reversible for left- or righthinged applications.

Circle Reader Service No. 94

Empire Comfort Systems | www.americanhearth.com |

(800) 851-3153

American Hearth’s all-new direct-vent clean-faced Peninsula fireplace projects its ambience and warm glow directly into your living space. The clean-faced design and neatly concealed controls will leave guests guessing whether it is a wood-burning or gas fireplace. Select one of two unique ceramic-fiber log sets: a country campfire look or a combination of logs and stones (pictured). Liner options include brick, black porcelain, and a unique fluted black panel.

NOVEMBER/DECEMBER 2015

Circle Reader Service No. 95

PATIO & HEARTH PRODUCTS REPORT

waterproof,

Sunbrella Rain. 速

Soft. Durable. Bleach cleanable. Worry-free. For more information, visit sunbrella.com/rain

Circle Reader Service No. 57

ProductPROFILES t Superior ERC4000 Electric Fireplace The ERC4000 by Superior Fireplaces combines the ease and convenience of an electric fireplace with the design elements of a high-end contemporary fireplace. Select amber-red flames or deep-blue flames, or let both flutter harmoniously to create a deeper, more vibrant fire. Contact: (800) 655-2008 or www.superiorfireplaces.us.com. Circle Reader Service No. 96

Cast-iron Brie Baker Whether you just want to melt some Brie for a simple dip or bake up a Brie-based concoction, this cast-iron Brie baker will cook your wheel of cheese to gooey perfection. Place your cheese and toppings inside the baker, and cook them in your oven or on your grill: perfect for parties. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com. Circle Reader Service No. 97

Remote Variable Flame for Cast-iron Stoves Empire Comfort Systems has introduced a variable–remote-control kit for its Empire cast-iron stoves. The kit updates the stove to allow the homeowner to adjust flame height (and heat output) from the comfort of a recliner. Available in LP and natural-gas configurations, this dealer-installed accessory fits new or existing vented and vent-free Empire stoves equipped with intermittent-pilot ignition systems. Contact: (800) 851-3153 or www.empirecomfort.com. Circle Reader Service No. 99

Delta Heat Outdoorkitchen Products

Reflections Fireplace Glass

The grill is the cornerstone of any outdoor kitchen, but it is the complementary products that bring it to life. Delta Heat has thought through your customers’ cooking, storage, and entertaining needs. The company’s offering is complete, giving customers the products that they need to create a space that is unique to them: a space that suits their personal cooking and entertaining styles. The company invites you to explore the complete Delta Heat offering. Contact: (800) 422-0091 or www.deltaheat.com.

Whether you are elevating the look of your fireplace from old-fashioned to contemporary, or you just want to change the media in your firepit, the Reflections Fireplace Glass™ collection was developed with you in mind. Reflections Fireplace Glass will make your fire come to life in colors to suit your taste. Reflections tempered glass is processed to prevent rough edges, resulting in a smooth and elegant look while maintaining the desired reflective edges. Reflections Fireplace Glass is truly a unique product, processed to ensure that each piece is brilliant in color. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com. Circle Reader Service No. 100

Circle Reader Service No. 98

Louisiana Grills LG800 Elite Wood-pellet Smoker The new Louisiana Grills Elite series offers the superior advantage of wood-pellet cooking, wrapped in a contemporary look. With 838 square inches of cooking area, the Elite series features a high-temperature powder-coated finish with stainless-steel accents, a standard flame broiler to sear your favorite steaks, and ample cooking space, along with with a side shelf, tool hooks, and a towel rack. Equipped with the company’s digital control board, this series makes precise cooking control simple, with the turn of a dial. Complete with two fully enclosed bottom cabinets and structural strength, it’s another innovative product from Dansons. Contact: (877) 303-3134 or www.louisiana-grills.com. Circle Reader Service No. 101

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

Circle Reader Service No. 59

ProductPROFILES Capri Deep Seating The hottest new looks in all-weather wicker allow you to claim your title as a member of the next generation of trendsetting retailers. Agio’s Capri deep seating collection includes a love seat, two matching accent chairs, and a coffee table—all crafted with a handwoven, distressed, multicolor wicker on rust-free aluminum frames. The look is modern, yet natural, and will give you and your guests the extra comfort of cushions in matching warm, neutral tones of weather- and fade-resistant Sunbrella® acrylic fabric. Contact: (888) 997-7623 or www.agio-usa.com. Circle Reader Service No. 102

Cast by Sunbrella

New to the Northstar Line

Art Deco: This eclectic architectural style of bold geometric shapes and lavish ornamentation translates well to today’s interior spaces for a cool, vintage style. An Art Deco color palette has a look that is perfect for layering and is one that top designers relish. This Art Deco–inspired palette is showcased in one of the newest Sunbrella® upholstery fabric offerings: Cast. The fabric features heathered yarns for a sense of texture and has a slight sheen, evoking drama and grandeur. An understated solid, Cast makes an excellent base for larger upholstered pieces with accents of bold, geometric patterns in decorative pillows and drapery. Shown (from left) are silver, ash, shale, slate, mist, oasis, tinsel, and petal. Contact: (336) 221-2211 or www.sunbrella.com.

Elmira Stove Works is revealing a new product for its retro Northstar collection, and it is available now for preorder. The model 1947 36-inch six-burner dual-fuel range features Northstar’s retro-inspired design in a professional-style range. The model 1947 range is available in the nine standard Northstar colors, in addition to more than 200 custom colors available through RAL color technology. Contact: (800) 295-8498 or www.elmirastoveworks.com.

Circle Reader Service No. 103

Circle Reader Service No. 105

Rogue

Big Green Egg Dual-probe Remote Wireless Thermometer

Napoleon’s new Rogue gas grill is powerful, yet compact. Featuring 45,000 total Btu; three stainless-steel, 12,000-Btu tube burners; a 9,000-Btu infrared SIZZLE ZONE™ side burner; and 425 square inches in the main grilling area, the Rogue is the perfect grill for customers with limited outdoor space. A new streamlined design cuts assembly to half the time needed to assemble comparable models. Contact: (877) 588-2220 or www.napoleongrills.com.

Introducing the new Big Green Egg dual-probe remote wireless thermometer with a unique EGG–shaped design: Precisely and conveniently monitor anything you are cooking and the internal EGG temperature—at the same time—from a distance of up to 300 feet (91 meters). The thermometer comes with preset temperatures for beef, veal, lamb, pork, poultry, and nine popular game meats, and all preset temperatures are customizable to suit your personal taste. Contact: (770) 938-9394 or www.biggreenegg.com. Circle Reader Service No. 104

Circle Reader Service No. 106

Original Pawleys Island Decade Sand Large Quilted Hammock The Original Pawleys Island quilted hammock boasts two layers of industry-leading all-weather, solution-dyed synthetic Sunbrella® and Duracord fabrics. They are lockstitched over a 1-inch center of polyester-fiberfill batting to create 18 individual pillowy cushions running the length of the hammock bed. The hammock’s spreader bars are solid Southern white oak that has been hand-dipped multiple times in marine-quality spar varnish to heighten the handsome hardwood’s natural honey-gold hue. Contact: (800) 334-1078 or www.thehammocksource.com. Circle Reader Service No. 107

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

Eclipse Collection Sling Dining With an attractive angular frame design and floating seat, the Eclipse collection’s sling dining is a definite showstopper. Expertly engineered, with multiple banding layers and sleigh legs, Eclipse captures a luxury contemporary look. Sling dining allows for outdoor comfort and breathability, with easy care. Contact: (855) 612-9800 or www.pridefamilybrands.com. Circle Reader Service No. 111

Manhattan Inspired by rich Neoclassical New York interiors, the Manhattan collection is a delicate combination of classic and contemporary forms. Featuring a gracious interlocking-loop pattern, gently arching curves, and a fluently detailed extrusion, the collection sits well in traditional to modern settings. Crafted from cast and extruded aluminum, the Manhattan collection is an artful balance of tradition and progress. It’s shown here in onyx. Contact: (866) 964-4468 or www.gensuncasual.com. Circle Reader Service No. 108

Smoker Tray and Flavor Pouches Add flavor to your grilled foods quickly and easily with this smoker-tray and flavor-pouch set. The preportioned flavor pouches are faster and easier to use than wood chips or pellets, which can require soaking and scooping. By placing a flavor pouch into the porcelain-coated steel tray, you can infuse your food with your choice of Mediterranean, holiday, or Latin flavors. The tray is easy to refill as you cook, and the stick-resistant finish makes it easy to clean. If you’re using a charcoal grill, you can even toss used flavor pouches onto the coals for a little extra flavor. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com. Circle Reader Service No. 112

Suppliers of affordable natural stone fireplace facings to the industry for over 25 years.

Patio Renaissance The Westchester collection offers customers a timeless, modern look, incorporated in the seating comfort for which Patio Renaissance is known. A new rolled woven pattern has been introduced with this collection and is available in two color options: cinnamon and oyster. Westchester offers a full assortment of seating, as well as dining—for the customer who wants to create a complete outdoor-room environment. Contact: (866) 698-5673 or www.patiorenaissance.com.

granite

marble

Circle Reader Service No. 109

limestone

Guardsman slate

Guardsman, furniture-care experts since 1915, has created a line of Weather Defense products to protect and extend the life of outdoor furniture. The new product line includes Guardsman Weather Defense fabric protector for all natural and synthetic textiles; Guardsman Weather Defense wood protector for finished or untreated wood; and Guardsman Weather Defense metal protector for wrought iron, steel, aluminum, and other metals. Contact: (800) 516-0195 or www.guardsman.com.

Est. 1969

3045 KINGSTON COURT NORCROSS, GA 30071 1.800.477.7665 F)770.409.0431 www.mlwstone.com

Circle Reader Service No. 61

Circle Reader Service No. 110

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

ProductPROFILES DCS by Fisher & Paykel Entertain guests with a professionally designed and culinary-created beverage chiller by DCS. The 25-inch beverage chiller is a fully insulated compartment that can hold up to 17 gallons of ice to chill refreshments. Its deep depth can comfortably hold sitting longneck-bottled beverages and wine bottles. It’s a perfect beverage solution for the well-appointed outdoor kitchen. Contact: (888) 936-7872 or www.dcsappliances.com.

High Country 8000 Napoleon’s High Country™ 8000 is a large, clean-faced wood fireplace with an exceptionally wide viewing area. The exclusive counterbalanced ZERO GRAVITY™ door system operates the screen and heat-radiating ceramic glass independently, allowing the fire to be viewed through the glass, the screen, or both. Boasting a large firebox lined with custom-molded refractory brick, the High Country 8000 fireplace can hold up to 50 pounds of wood. The powerful airwash system keeps the glass clean, while the air sweeps across the ember bed for extremely fast startups. Contact: (800) 461-5581 or www.napoleonfireplaces.com. Circle Reader Service No. 115

Circle Reader Service No. 113

Wicker Linear Firepit The woven all-weather firepit is sure to be the center of attention in your entertainment area. Woven around an aluminum frame of dark brown, the subtle hues of the wicker windings project an aura of excellence. The firepit has a stylish base made from a powder-coated aluminum frame, with the inlaid-tile top providing plenty of entertainment space. Add any of the company’s glass media to complement the firepit. Contact: (855) 278-8077 or www.hearthdistribution.com. Circle Reader Service No. 116

New Table and Cube Seating

H6 Series The latest member of the Horizon family is the H6. With a 60% larger viewing area than the midsized H5 series, the H6 is grand in presence. A powerful secondary heat exchanger promotes convective warmth, backed by Valor radiant-heat technology. Use zone heating in multiple spaces with the Valor remote blower kit. Tapered sides and a shallow firebox depth allow for smooth installation, even in tight corners. Contact: (800) 468-2567 or www.valorfireplaces.com/products/h6.php. Circle Reader Service No. 114

NorthCape’s new set of a conversational table and cube seating is a great addition to a sectional group—or use it on its own in a smaller space, such as a porch or balcony. Available in six HDPE resin finishes in the company’s multiple domestic warehouses, this unique group is stylish, versatile, and comfortable. As the company says, when you’re looking for style, comfort, and value—take a fresh look at NorthCape. Contact: (708) 563-2890 or www.northcapeoutdoor.com. Circle Reader Service No. 117

Infratech Home-management Controls Integrate Infratech’s heaters directly into your home-management system using this home-management panel. A wide range of programming options (for most home-management systems) can save preferred heat settings for off-site control via mobile device. The panel is compatible with systems such as Lutron™, Crestron™, Control 4™, and others. Contact: (800) 421-9455 or www.infratech-usa.com. Circle Reader Service No. 118

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

Broil King Smoke Offset Charcoal Smoker

Built-in Linear Electric Fireplace by The Outdoor GreatRoom Company Modern elegance for any room: The built-in linear electric fireplace is the perfect addition to any contemporary space. Turn the heat on to warm your room, or turn it off if you just want the ambience of the glowing flames. This striking electric fireplace is sure to add ambience to any room: kitchen, bedroom, game room, living room, and more. It’s great for both new construction and remodeling. Contact: (866) 303-4028 or www.outdoorrooms.com.

The design and features of the new Broil King Smoke™ offset charcoal grill allow even novice grillers to create professional results at home. Featuring a Roto-Draft™ damper system that efficiently pulls heat and smoke through the main cooking chamber, the Smoke offset grill slowly cooks meat and infuses it with smoky flavor. What’s more, the main chamber features heavy-duty cast-iron cooking grids, ideal for searing and direct grilling. With the quality and craftsmanship synonymous with Broil King grills, the new Smoke series is the perfect addition to the Broil King family and yours. Contact: (800) 265-2150 or www.broilkingbbq.com. Circle Reader Service No. 122

Circle Reader Service No. 119

New Bull Elite Grills Big Green Egg Sauces

The new Big Green Egg authentic smokehouse-style barbecue sauces will enhance the flavor of any barbecue recipe. Kick up the flavor of baked beans and potatoes, mix them in your favorite meatloaf, or spice up your Bloody Mary mix. There are four delicious flavors: Vidalia® Onion Sriracha, Zesty Mustard Honey, Kansas City Style Sweet, and Smoky or Carolina Style Bold and Tangy. They are so good that your customers will want to try them all. Contact: (770) 938-9394 or www.biggreenegg.com. Circle Reader Service No. 120

Introducing the Elite grill for elite dealers only: This product will be available only to a limited number of brick-and-mortar customers meeting specific requirements. This new grill is loaded with special Elite-only features. They include a unique low-profile hood; black-nickel grill accents on the bezels, hood handle, endcaps, and control knobs; new professional-grade hexagonal grates on the cooking surface and on the warming rack; a solid 304 stainless-steel rotisserie spit; LED lights on the control knobs; and extra polish on the control panel and hood. The grill will come with a searing burner and cover. All of this is to give the company’s loyal dealers a leg up on the competition. Target retail prices are $1,999 for the four-burner unit and $2,599 for the five-burner model. Contact: (800) 521-2855 or www.bullbbq.com. Circle Reader Service No. 123

Direct-Temp Direct-vent System

Verona Meadow Decor’s Verona collection features a bold, contemporary design that will appeal to the next generation of shoppers. Available in dining and seating sets, Verona is constructed of durable extruded aluminum and will stand up well to the elements. Contact: (866) 838-8822 or www.meadowdecor.com.

Direct-Temp sets the standard in gas-appliance venting, with laser precision components that deliver reliable performance. The silicone fiberglass seal ensures joint integrity. Direct-Temp is accepted with most major brands of appliances. For a complete listing, visit the company’s website. Contact: (800) 992-8368 or www.selkirkcorp.com. Circle Reader Service No. 124

Circle Reader Service No. 121

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

ProductPROFILES Monessen Solstice

Reflections Fireplace Glass by California Outdoor Concepts

The newest vent-free gas fireplace insert from the leader in vent-free technology, Solstice features a clean, transitional style with multiple finishing options, including traditional logs and sleek fireglass media, making it suitable for any space. Ventless design and zero clearance make installation easy and affordable. Contact: (800) 867-0454 or www.monessenhearth.com.

Circle Reader Service No. 128

Circle Reader Service No. 125

Custom Color American Muscle Grill

Infratech makes it possible to choose custom finish colors that complement walls or ceiling treatments. Colors are powder coated over stainless steel and baked to achieve a long-lasting fade- and corrosion-resistant finish. Contact: (800) 421-9455 or www.infratech-usa.com.

The all-new American Muscle grill (AMG) is a heavy-duty, no-nonsense grill that features true dual-fuel capability—which will allow you to smoke, sear, and cook directly or indirectly with charcoal, gas, or both simultaneously. Designed, built, and factory tested in the United States, the AMG is available in 100,000-Btu 36-inch and 160,000-Btu 54-inch models, giving it plenty of power to go around: Combining innovative design with high-quality construction, the AMG has all the features and flexibility required to be the last grill you will ever need. Contact: (800) 966-8126 or www.summersetgrills.com.

Circle Reader Service No. 129

Pit Boss PB440 Deluxe Wood-pellet Grill

The Grand Terrace and Regal Seatables from Gensun Casual Living are both accessory tables and seats. Made using cast aluminum, the Seatable is durable and multifunctional. This patent-pending design captures the essence of Gensun Casual Living’s beautiful Grand Terrace and Regal collections. Seatables are available with 14 different finish options. Contact: (866) 964-4468 or www.gensuncasual.com.

New from Dansons is the Pit Boss 440 Deluxe wood-pellet grill. This grill offers the best value per square inch in the pellet-grill industry, the company reports. With a suggested retail price of only $449, this pellet grill of 440 square inches (including its upper cooking rack) offers exceptional value. Featuring a temperature range of 180 to 500 degrees, this little unit has the versatility needed to sear steak or smoke jerky. Use of the company’s digital control board results in precise cooking control. Additional features include a removable easy-lift stainless serving tray, an embossed copper finish, hanging hooks for barbecue tools, and a bottle opener. Contact: (877) 303-3134 or www.pitboss-grills.com.

Circle Reader Service No. 127

Circle Reader Service No. 130

Circle Reader Service No. 126

Seatables

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

DP42: 42-inch Dry Pantry The DCS dry pantry offers a consistent, professional design with ultrapremium indoor features that help create a truly cohesive and functional kitchen. It’s an ideal place to store all of your outdoor essentials, dry goods, cookware, counter finishes, and anything kept in your indoor pantry. Contact: (888) 936-7872 or www.dcsappliances.com. Circle Reader Service No. 131

Antigua Collection Patio Renaissance introduces the alluring Antigua collection. With its sophisticated lines and unique weave pattern, Antigua will appeal to the true lover of traditional designs. This overscaled collection offers ultimate comfort (which is the signature feature of Patio Renaissance), along with a new twisted-weave pattern and the cloves weave color. Antigua offers a wide variety of seating configurations, as well as several dining options that will be accommodated in almost any backyard space for your customer. Contact: (866) 698-5673 or www.patiorenaissance.com.

Mist Collection by Sunbrella Fabrics in the Mist collection by Sunbrella® are textural, natural-inspired neutrals that show just how beautiful going back to basics can be. Among the textured solids are Hybrid smoke, a light-gray bouclé design. This is contrasted with heathered-yarn fabrics Echo ash, Cast mist, and Cast slate. Stripes Gateway mist and Cove pebble showcase gray’s adaptability in pairing well with other colors, including blue, beige, and white. Fretwork pewter’s sophisticated, interlaced design is a pattern pop that makes gray just as playful as any other color. Whether you mix and match within the Mist collection for an all-over gray look or select a few grounding styles to pair with bolder, brighter colors, these fabrics are sure to be your new decorating staple. Contact: (336) 221-2211 or www.sunbrella.com.

Circle Reader Service No. 135

Circle Reader Service No. 132

Wine Barrel The authentic Wine Barrel firepit is the centerpiece for family enjoyment. The design is reminiscent of the wine country and includes a stainless-steel burner, a gas valve, and all connections needed to hook up a 20-pound tank or to connect directly to any other gas source. Choose any of the company’s fireglass media to complement your beautiful firepit. Optionally, the smooth, 42-inch granite-tabletop and dining-tabletop transition-ring accessories are also available. Bring home a piece of the Napa Valley with the elegant Wine Barrel firepit. Contact: (855) 278-8077 or www.hearthdistribution.com. Circle Reader Service No. 133

A Stove That Turns Heads and Warms Homes See the fire from every angle with the Stromboli wood-burning fireplace. This stove rotates up to 360 degrees, so the large glass viewing window—16 inches wide by 20 inches high—can be enjoyed by everyone in the room. Sleek curves, advanced engineering, and high performance are what this fireplace is made of: It’s a unique oval-shaped stove that comes in gray steel, a variety of tile colors, or natural-stone side cladding. Turn things around in your home with Stromboli. Contact: (914) 764-5679 or www.wittus.com.

Fire Tables From Pride Family Brands Pride Family Brands’ fire-table designs include firepits of standard and dining heights, as well as dining fire tables of multiple lengths and styles. Contemporary designs are being introduced with the new Icon fire-table design and Live Edge tabletop. All fire features are designed with state-of-the-art burners and two colors of fireglass. Contact: (855) 612-9800 or www.pridefamilybrands.com.

Circle Reader Service No. 136

Circle Reader Service No. 134

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

ProductPROFILES Monessen Symphony

St. Bernardus

Convenient and efficient, the Symphony slimline vent-free gas fireplace offers a clean face and an expansive viewing area that’s suitable for almost any space. Easily customizable to match any decor, Symphony offers decorative and transitional faces, plus the choice of traditional logs or fireglass media, allowing homeowners to bring simple beauty into their favorite spaces. Contact: (800) 867-0454 or www.monessenhearth.com. Circle Reader Service No. 137

New Pieces for Cambria Collection NorthCape has added swivel gliders and a coordinating rotating chat table to the popular Cambria collection for the 2016 season. Both pieces are available for quick shipment from the company’s domestic warehouses, and quick-ship cushions are available in your choice of four Sunbrella® fabrics. When you’re looking for style, comfort, and value—take a fresh look at NorthCape, as the company says. Contact: (708) 563-2890 or www.northcapeoutdoor.com.

St. Bernardus is MLW Stone’s latest and most cost-effective natural-stone fireplace facing. Available in three standard sizes, St. Bernardus is a sound and durable honed-limestone fireplace surround that is consistent in color from piece to piece and set to set. Its warm, clean, and neutral color lends itself well to any traditional or contemporary decor. For samples, email orders@mlwalker.com. Contact: (800) 477-7665 or www.mlwstone.com. Circle Reader Service No. 140

Zero-clearance Electric Fireplace Insert by The Outdoor GreatRoom Company

Broil King Smoke™ cabinet smokers are engineered to create mouthwatering, authentic smoky flavor. With 4 cubic feet of cooking capacity, including four stainless-steel cooking grids, there is plenty of room to smoke a variety of foods, all at the same time. The Roto-Draft™ damper system provides precise temperature control, and the adjustable latch system ensures a tight seal. The double-door design minimizes heat loss when adding wood chips or water, and the stainless-steel fold-down drip tray protects the exterior from drippings in loading and unloading food. Available in propane and charcoal models, the Broil King Smoke cabinet smoker is the perfect addition to the Broil King family and yours. Contact: (800) 265-2150 or www.broilkingbbq.com.

Just plug in one of the Gallery collection’s electric fireplaces for instant ambience in any room. These zero-clearance electric fireplace inserts are CSA tested for safety, go with any room style, and are easy to use. They are cool to the touch, but will add warmth to any space. This insert fits most sizes of existing masonry and zero-clearance wood-burning fireplaces. Turn any traditional fireplace into an easy-to-use, clean, and efficient electric fireplace in minutes. Contact: (866) 303-4028 or www.outdoorrooms.com.

Circle Reader Service No. 139

Circle Reader Service No. 141

Circle Reader Service No. 138

Broil King Smoke Cabinet Smoker

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

An Insert That Makes a Difference Transform your drafty open hearth with a fireplace insert. The H530 from Wittus can make a difference in your home and your heating bill. Working with radiant- and convection-heating capabilities, the H530’s large firebox can fit a standard-sized log and heats up to 1,500 square feet. The thermal airwash system constantly self-cleans the glass viewing window, and the cool door handle blends in with the minimal frame to make this one of the most attractive contemporary inserts available. Its colors are matte-black or dark-gray steel. Contact: (914) 764-5679 or www.wittus.com.

Park Place Sectional Deep Seating Within the Park Place collection, Pride Family Brands brings you sleek lines, aluminum’s durability, and performance fabrics to create a fresh and contemporary appeal. Comfort takes on a variety of modern options in Park Place sectional deep seating, with multiconfiguration sectional pieces and an optional cushioned ottoman. Contact: (855) 612-9800 or www.pridefamilybrands.com. Circle Reader Service No. 142

Circle Reader Service No. 145

Woodbridge Fireplace SS Series Outdoor Gas Fireplaces The Woodbridge Fireplace SS 36-, 48-, 60-, and 72-inch see-through and single-view outdoor fireplaces allow unlimited design possibilities. Heavy stainless-steel construction and electronic ignition controls provide durability and ease of operation. The substantial heat output and flame presentation extend the outdoor-living season and create an amazing ambience. Contact: (800) 636-FIRE (-3473) or www.woodbridgedealer.com.

Cabo Enjoy the style, beauty, and comfort of Meadow Decor’s Cabo collection. This popular wicker set offers a transitional style that complements any outdoor design. The deep seating collection features a sofa, a club chair, a coffee table, and an end table. Cabo transforms outdoor spaces into four-star resorts. Contact: (866) 838-8822 or www.meadowdecor.com. Circle Reader Service No. 146

Circle Reader Service No. 143

Portrait Ledgeview Insert

Summerset Power Burner The new Summerset power burner is the perfect addition to your outdoor kitchen. Commonly used for finishing cooking, making sauces, or heating foods that require a more controlled temperature than your grill, a side burner offers the convenience of range-top cooking and grilling simultaneously. The power burner features 304 stainless-steel construction, 60,000 Btu of power, heavy stainless-steel grates, a stainless-steel lid, and a sleek design, all backed by an industry-topping warranty. Contact: (800) 966-8126 or www.summersetgrills.com.

The Portrait Ledgeview from Valor has a slim, four-sided design that is ideal for insert applications and follows design cues similar to those of the Portrait Ledge. A standard backing plate makes the unit pop, and the fronts are available in bronze, brushed nickel, and black. Take complete control over your fireplace with the programmable ValorStat Plus remote handset—and know your family and pets are safe, thanks to the standard barrier screen. Contact: (800) 468-2567 or www.valorfireplaces.com/products/portrait-ledgeview.php.

Circle Reader Service No. 144

Circle Reader Service No. 147

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

ProductPROFILES Villa Bianca Crescent Deep Seating

Superior DRL4543 Seethrough Direct-vent Gas Fireplace The DRL4543 by Superior Fireplaces is the epitome of modern versatility and tranquility. Standard features include ceramic glass and in-floor lighting to illuminate a variety of colorful glass pebbles. Contact: (800) 655-2008 or www.superiorfireplaces.us.com.

Villa Bianca Crescent deep seating is handcrafted by Pride Family Brands, with classic features incorporating flowing lines and openness in a crescent design—for comfort and conversation. As cast elements intersect with flair in the seating’s sides and backs, the Villa Bianca collection provides a soothing and flowing look. Empire-style leg details are featured. Contact: (855) 612-9800 or www.pridefamilybrands.com.

Circle Reader Service No. 148

Circle Reader Service No. 149

303 Fabric Guard 303® cleaners and protectants are scientifically formulated for a deeper level of protection. One example is 303 Fabric Guard, which restores lost water and stain repellency to factory-new levels to resist even the toughest water- and oil-based stains—keeping your outdoor furniture looking newer longer. Particular to the core, just like you: Visit the company’s website to see why cleaners and protectants from 303 Products are five-star rated by users like you. Contact: (800) 367-3245 or www.303products.com. Circle Reader Service No. 150

Spotlight Kuma Stoves Inc. (Rathdrum, Idaho) is a company that also prides itself on making classic wood-burning stoves that are designed for heat output and burn time. Its owner, Mark Freeman, started building stoves out of his pickup truck in 1981, and he has gained a loyal following of dealers, over the years. As the economy is getting stronger, Freeman says, he is seeing a growing interest in the fact that his stoves and stove parts are all made in the United States. “We have been making our stoves and sourcing materials domestically since the beginning, but it has just recently emerged as a huge selling point for Kuma,” he explains, adding that it has become the best marketing message that the company has had for a long time. “We grew a record 25% last year. I think, now that the economy is picking up steam, people care more, and they want to support companies that keep business and jobs in the United States,” he says.

Insight

continued from page 20

Kuma has been doing well with its Aspen, Ashwood, and Sequoia wood stoves, all of which use convective technology. The Sequoia is one of the most efficient stoves on the market today. “The brand is going strong into 2016,” Freeman adds. The new EPA emissions standards that are to take effect in 2020 (requiring wood and pellet stoves to emit no more than 2 to 2.5 grams of particulate matter per hour, depending on the testing method) are on every stove manufacturer’s mind. Terry Hicks, director of sales, hearth/Canada, for Napoleon® Stoves, says, “Right now, many manufacturers make stoves that emit anywhere between 2.5 and 4.5 grams, so it is going to be a major undertaking for the industry.” Hicks adds, “We are all going to have to go back to the drawing board and design products that are going to burn even more efficiently than they do now. It is going to take some serious

research/development time.” He predicts that catalytic technology is going to take a front seat in many stoves. “What a catalyst does is allow secondary combustion at a lower temperature, so it gives a stove a cleaner burn. The drawback to a catalytic system is that it has a life expectancy, so it will wear out over time. It’s going to be a balance,” he says. Napoleon plans to release its first family of wood stoves that meet the new requirements as early as 2016, and it will continue with a steady rollout of products through 2020. Even with the change in emission standards, the company plans to continue growing its wood segment of the market. Hicks says, “Our roots are in wood, so it will always be important to us. We are constantly trying to anticipate what the market will want and filling in our stove lineup with new products. Our dealers have come to expect that from us.”

NOVEMBER/DECEMBER 2015

continued from page 50

competition drives us to be better, with respect to product design and filling our dealers’ needs,” Steck says. “The result is that the consumer gets a wider selection of quality products.” HPC remains committed to spending time engineering and testing each product to make sure that it is ideal before it hits the market, he adds—and before the development of a product can begin, listening to customers’ and dealers’ feedback is a priority. “Ahead of the engineering, the first step is even more important: to listen and respond to dealer feedback and to understand what is needed,” Steck says. While the innovation and quality behind HPC’s outdoor-fire products are strong components of its success, the company really stands out because of its industry knowledge, understanding of safety standards, and great customer service. Steck says, “We spend a lot of time with our dealers, educating them not just on our products, but on safety aspects.” In addition, education covers how to do everything correctly and is delivered “through on-site training, webinars, or simple phone calls,” he says. “I am lucky enough to have a great

PATIO & HEARTH PRODUCTS REPORT

team here: people with a vast amount of experience who really get it. They understand that customer service is so critical today.” HPC has projected a 10% to 15% growth in sales for 2015, but Steck adds that the company continues to look for ways to improve at every level. Going ahead, HPC plans to meet customers’ needs by working more efficiently, keeping costs down while still offering state-ofthe-art products. This plan includes using new control technologies in production, warehouse operations, and frontoffice systems to achieve more efficiency, greater accuracy, and better lead times. These efforts will lead to a better experience for dealers and to greater customer satisfaction. Steck anticipates that the company’s product releases for 2016 will be popular, leading to an exciting time for HPC as it faces the challenge of launching new products while meeting increased demand. “As an owner, it is always reassuring to me to know that the people our company has today, from top to bottom, will continue to meet these challenges, while always keeping customer satisfaction in the forefront,” Steck says.

• Two new, thoughtfully merchandised, fully dedicated casual/

outdoor ﬂoors on C12 & C13 • Permanent and temporary exhibit presentations • Leading brands that complement Las Vegas Market’s home

furnishings offering • More than 180 casual/outdoor brands across market • Access to distribution channels across furniture, home décor and

gift retailers, and interior designers • Affordable travel and top-rate amenities in one of the world’s

most exciting cities

JANUARY 24-28, 2016

JANUARY 24-27, 2016

LEASING INQUIRIES:

LAS VEGAS MARKET

702.599.3046 or Leasing@IMCenters.com

THE PAVILIONS AT LAS VEGAS MARKET

LasVegasMarket.com/Register

Circle Reader Service No. 69

#LVMkt

AdvertiserIndex Advertiser

ProductProfilesDirectory Phone

Website

Page

Company

Page

Agio ..........................................................(888) 997-7623 ..............www.agio-usa.com..........................................5

Agio................................................................................................................56, 60

Big Green Egg ..........................................(770) 938-9394 ..............www.biggreenegg.com ................................18

Big Green Egg................................................................................................60, 63

Blaze King ................................................(509) 522-2730 ..............www.blazeking.com ......................................17

Bull Outdoor Products ..........................................................................................63

Bull Outdoor Products ..............................(800) 521-2855 ..............www.bullbbq.com ........................................33 California Outdoor Concepts ....................(877) 274-6773 ..............www.californiaoutdoorconcepts.com ............23

California Outdoor Concepts ..........................................................................58, 64 The Companion Group ..................................................................................58, 61

The Companion Group ............................(800) 521-0505 ..............www.companion-group.com ........................21 Dansons ........................................................................................................58, 64 Dansons....................................................(877) 303-3134 ..............www.louisiana-grills.com ..............................47 DCS by Fisher & Paykel..................................................................................62, 65 DCS by Fisher & Paykel ............................(888) 936-7872 ..............www.dcsappliances.com ..............................31 Delta Heat/Twin Eagles ..................................................................................56, 58 Delta Heat/Twin Eagles ............................(800) 422-0091 ..............www.deltaheat.com ......................................43 Elmira Stove Works ..............................................................................................60 Empire Comfort Systems ..........................(800) 851-3153 ..............www.empirecomfort.com ..............................29 Empire Comfort Systems................................................................................56, 58 Gensun Casual Living ..............................(866) 964-4468 ..............www.gensuncasual.com ................................7 Gensun Casual Living ....................................................................................61, 64 Glen Raven/Sunbrella................................(336) 221-2211 ..............www.sunbrella.com ......................................37 Glen Raven/Sunbrella/Rain........................(336) 221-2211 ..............www.trade.sunbrella.com/rain ......................57 Gold Eagle/303 Products..........................(800) 367-3245 ..............www.303products.com ..................................9

Glen Raven/Sunbrella ....................................................................................60, 65 Gold Eagle/303 Products ....................................................................................69

The Hammock Source ..............................(800) 334-1078 ..............www.thehammocksource.com......................55

Guardsman ..........................................................................................................61

Hearth Distribution ....................................(360) 314-2012 ..............www.hearthdistribution.com ..........................53

The Hammock Source ..................................................................................56, 60

Hearth, Patio & Barbecue Association ......(703) 522-0086 ..............www.hpbexpo.com ......................................40

Hearth Distribution..........................................................................................62, 65

Infratech ....................................................(800) 421-9455 ..............www.infratech-usa.com ................................44

Infratech ........................................................................................................62, 64

Innovative Hearth Products ......................(800) 655-2008 ..............www.superiorfireplaces.us.com ....................45

Innovative Hearth Products ............................................................................58, 69

Las Vegas Market/IMC..............................(702) 599-3046 ..............www.lasvegasmarket.com ............................69

Meadow Decor ..............................................................................................63, 67

Meadow Decor ........................................(866) 838-8822 ..............www.meadowdecor.com ..............................49 Miles Industries/Valor Fireplaces................(800) 468-2567 ..............www.valorfireplaces.com ..............................41

Miles Industries/Valor Fireplaces ....................................................................62, 67 MLW Stone ..........................................................................................................66

MLW Stone ..............................................(800) 477-7665 ..............www.mlwstone.com......................................61 Napoleon Products ........................................................................................60, 62 Napoleon Products ..................................(877) 588-2220 ..............www.napoleongrills.com................................59 NorthCape......................................................................................................62, 66 NorthCape ................................................(708) 563-2890 ..............www.northcapeinternational.com ..................25 Onward Manufacturing ..................................................................................63, 66 Onward Manufacturing..............................(800) 265-2150 ..............www.broilkingbbq.com..................................51 The Outdoor GreatRoom Company................................................................63, 66 The Outdoor GreatRoom Company..........(866) 303-4028 ..............www.outdoorrooms.com ..............................36 Patio Renaissance..........................................................................................61, 65 Patio Renaissance ....................................(866) 698-5673 ..............www.patiorenaissance.com ..........................19 Pride Family Brands ..................................(855) 612-9800 ..............www.pridefamilybrands.com ......................2â&#x20AC;&#x201C;3 Selkirk Corp. ............................................(800) 992-8368 ..............www.selkirkcorp.com ....................................71 Summerset Professional Grills ..................(800) 966-8126 ..............www.summersetgrills.com ............................39

Pride Family Brands ..........................................................................61, 65, 67, 69 Selkirk Corp. ..................................................................................................56, 63 Summerset Professional Grills ........................................................................64, 67

Vermont Castings Group ..........................(800) 867-0454 ..............www.vermontcastings.com ..........................27

Vermont Castings Group ................................................................................64, 66

Wittus........................................................(914) 764-5679 ..............www.wittus.com............................................20

Wittus ............................................................................................................65, 67

Woodbridge Fireplace ..............................(800) 636-3473 ..............www.woodbridgedealer.com ........................72

Woodbridge Fireplace ....................................................................................56, 67

Patio & Hearth Products Report (ISSN 1939-6929) is published bimonthly by Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503. US Postage Paid at Lebanon Junction, KY 40150. November/December 2015, Vol. 10, No. 6 ÂŠ 2015 Peninsula Media. All rights reserved. No part of this publication may be reproduced in any form without written permission from the publisher. POSTMASTER: Send address changes to Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503-5514, patioandhearth@halldata.com, phone: (847) 763-9261. While the publishers have made every effort to ensure the accuracy of the materials presented in Patio & Hearth Products Report, they are not responsible for the correctness of the information and/or opinions expressed.

NOVEMBER/DECEMBER 2015

PATIO & HEARTH PRODUCTS REPORT

Circle Reader Service No. 71

Circle Reader Service No. 72